By following relevant trigger events, we can anticipate the needs and situation of a given company and draw different scenarios. For each trigger event, there’s a game plan. Let’s go back to the previous example.
A company expands to a new market and hires a new country manager.
A generic or poorly tailored sales pitch is a recipe for failure. Breaking news there, right?
Real-time sales tackles this problem and allows us to use our marketing content and campaigns to a completely different degree than those in a traditional outbound sales process. Once we've documented the trigger events that are most relevant to our sales process, our outreach is on autopilot. Every time a trigger event will happen, our sales reps will know how to reach out and what content addresses the needs and situation of specific prospects.
By looking at a wide range of data points from different datasets a sales intelligence tool provides, we get an in-depth understanding of a company’s organization and situation. This way, we can predict when and how we should reach out to a specific company.
Every business can adopt a real-time sales methodology. Once you tap into company information and implement a robust sales tech stack, developing a real-time sales strategy is not hard. Start by creating an ideal customer profile, defining the most relevant trigger events for your proposition, and creating relevant outreach plays for each of them. You’ll have most of the work done by then.
Our 30-page Guide to Real-Time Sales explains in detail how any sales organization can establish a real-time sales mindset and make their outreach truly data-driven. Eventually, using trigger events and relevant messaging over untimely cold outreach will be the norm.
Topics: B2B Sales