Craig Elias' presentation on Trigger Event Selling from the Sales 2.0 Conference in Boston in June 2010.

1. Craig Elias Creator of Trigger Event Selling™ SALES TRIGGERS Find Hidden Opportunities and Shorten Sales Cycles

2. Timing

3. Selective Perception

4. Take Action

7. Before We Get Started

9. Timing and Buying Modes Happy with Status Quo Not Searching For Alternatives Unhappy with Status Quo Not Searching For Alternatives Unhappy with Status Quo Searching For Alternatives Status Quo Window of Dissatisfaction ™ Searching Alternatives

10. Timing and Close Ratios 0% 60 – 90%* 16%** **Aberdeeen Research: Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009 * InnerSell Survey of over 200 sales executives and sales people, 2003 Status Quo Window of Dissatisfaction ™ Searching Alternatives

12. Timing and Selling Higher Close Ratio Shorter Sales Cycle Higher Prices Lower Close Ratio Longer Sales Cycle Lower Prices Value Value Window of Dissatisfaction ™ Searching Alternatives Value Status Quo

13. Timing and Customers Reference Core Peripheral Loyal 80% of Profit Referrals Disloyal 80% of Headaches 20% of Headaches 20% of Profit Window of Dissatisfaction ™ Searching Alternatives

14. Value Proposition Increased Margins Higher Close Ratios Shorter Sales Cycles Core Customers Loyal Customers 80% of Profit References & Referrals Grow Faster! Window of Dissatisfaction ™

15. How To Know Not Interested Don`t need it right now We`ll be looking at that in a few months Call me back in ??? November when well be looking Currently looking Send me a quote Status Quo Window of Dissatisfaction ™ Searching Alternatives

17. What Triggers The Best Timing?

18. Trigger Events Status Quo Window of Dissatisfaction ™

20. A Trigger Event ...

21. A Trigger Event ...

22. Selective Perception

24. The Brute Force Method McKinsey Quarterly: The basics of business-to-business sales success, May 2010 1,200 purchasing decision makers in small, medium, and large companies in USA and Western Europe

25. Gerhard’s Tree of Discontent http://sellingpower.typepad.com/gg/customer-relationships/

26. Quantity Vs. Quality

27. Define Your Targets

28. Select Contact & Trigger Types

29. OneSource Sales Triggers http://sellingpower.typepad.com/gg/customer-relationships/

30. Merger & Divestiture Trigger

32. Research the Prospect

33. Understand Trends

34. Understand Strengths/Weaknesses

35. Market Intelligence

36. Corporate Conversations

37. Departmental Conversations

38. Expand Contacts & Get Details

40. The Domino Effect

43. When Does The Buying Cycle Start? Want Afford Justify

44. Identifying The Best Trigger Events

49. Timing

50. Selective Perception

51. Take Action