Look, generating lists of prospects fitting your target industry, company size and title is easy. But calling blindly through prospect lists with a generic pitch just doesn’t cut the mustard in modern B2B sales. a crowded space like recruitment and staffing. In those first five seconds of a cold call or first three lines of an email, you’ll have to win that prospect over with a well-informed argument no other sales rep came up with.
You need sales intelligence.
Instead of the traditional approach, try having smarter conversations with your prospects by reacting to sales triggers or trigger events that they’re actually looking to hire new people. Here are 7 tried-and-tested common sales triggers you should react to right away in order to win more business. As an example of how you stand out from the crowd thanks to sales trigger, let's take a crowded space like recruitment and staffing as an example.
7 sales triggers for calling a prospect now
1. New executives
A new executive (VP or CxO) is usually hired to make an instant impact, a change for the better. This expectation comes along with a budget and an examination of current staff and identification of needs for the future.
While LinkedIn is great for noticing job changes with execs you follow, make sure you automate notifications on every appointment within your accounts using a smart tool like Vainu. With Workflow Triggers, you can monitor your target accounts for relevant changes and get notified when the time is right to reach out.
2. Opening up a new office or branch
A new office equals new people. Use your knowledge of the account’s current staff count to predict how many people they’ll be adding on and suggest how you could be of assistance.
While companies may actively promote their new branches, a new office location in San Francisco will also pop up in a public database provided by the city.
3. Market entry
Not only does entering a new market require new hires, but the company will also lack the network and skills to identify quality employees outside their home market. Be the one to provide that local expertise.
Follow all relevant recruitment sites as well as companies’ own career pages to identify positions in new markets. If that sounds like too much work, smart prospecting tools will identify those companies for you.
4. Funding announcements
Raising a big round will typically mean a plan to scale quickly, which will often be hard to do with current staff. If this news mentions what the growth plan is, make sure to focus your pitch on how you will help with the goals.
5. Big contracts or partnerships
You’d be surprised how often companies will post about landing big-name clients. And when this happens, odds are that deal will require some special attention and extra pairs of hands. React quickly and make sure you’re the one satisfying those sudden needs over your competition.
6. Swings in hiring volume
When you know the base level of hiring at a prospect’s company, you’ll be able to identify sudden changes in the hiring volume. This will tell you a lot about what is going on in the organization and when to be in touch.
Before reaching out however, make sure to understand why the sudden change has happened and tailor your pitch according to the prospect’s goals. Using a generic pitch is a mistake to avoid in any cold call.
7. Mergers or acquisitions
IT staffing heaven. Imagine all the internal systems being combined and the modifications made to product and service offerings, all the areas of expertise missing within the new company. Make sure you’ve automated the process of identifying these within your accounts and jump on any changes linked to this sales trigger.
Relevance at a scale with sales triggers
Sales triggers have the potential of changing your sales prospecting strategy. Instead of scouring the internet for leads, you can sit back, relax, and wait for triggers events that offer an excellent opportunity to reach out. Prospecting on autopilot.
In fact, you can find all these sales trigger as well as companies matching you ideal customer profile in Vainu and get notifications when any of your prospects goes through a change that can open up a window of opportunity for you. Fill in the form and find out how much more sales you will make when prospecting based on sales triggers!