The Ultimate Guide to B2B Sales Triggers and How to Track Them

For companies that sell to organizations and not just individuals, there are really two whys: why the business (as a whole) buys your product or service, and why the actual buyer buys it.

Pipeline acceleration: Coordinating between marketing and sales to create and maintain momentum during the buying cycle. Winbacks: Regenerating interest within an account where buying momentum has been lost. Key stakeholders: Demand generation, field marketing, marketing operations, and account executives.

Triggers tell people to “do it now!”

If you’re triggering marketing campaigns or sales handoffs only after single activities, such as content downloads, your number of leads may continue to increase, but your conversions probably will go down.

The one pitfall you need to avoid is the excuse from the inbound team that they can't hit their goal because the marketing department is not delivering. Even the inbound team needs to be empowered to hit their goal regardless of marketing's performance. There are a few ways to do this: Keep closers as generalists and specialize only the appointment