What was a terrible lead yesterday, is a solid opportunity today. What happened?!
Businesses change. All the time. Subtle shifts, like the hire of a senior-level employee, or earth-shattering changes, like a merger or a funding round, create a window of opportunity. The types of changes that lead to a sales opportunity are commonly known as trigger events.
Trigger events are your sixth sense in sales prospecting, but how can you distinguish between meaningful company changes that create new sales opportunities and noise? How do you turn data into actionable insight?
That's a good question. The trick is to figure out what happened at a company right before they booked a meeting with you, requested a demo, or became your customer. Tune into the right channels and detect relevant company changes and you’ll contact a prospect when they need it most.
Here’s how you create a simple dashboard to visualize the most effective trigger events. You'll only need a spreadsheet and trigger event data feeding into your CRM.
🚨 We've included a handy template to help you get started.