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

Unless your deal sizes are very small (in which case spears may be unprofitable for you), the three types of leads are very complementary and should be given attention.

Most sales professionals are better at managing the sales process around a lead, than they are at generating a lead themselves. Sure they will try and nurture some leads referred to them by the sales they have already created, but as the B2B cycle is fairly long, and new business people are typically not hunters, they will usually expect leads from

B2B IS NOT ABOUT LEADS! It’s about winning the accounts that you can serve the best, and that bring the highest value to your organization.

There are three ways to segment dynamically within ABM: one-to-many, one-to-few, and one-to-one.

Modern sales technology enables two opportunities: Sell faster: Accelerate the current sales process by eliminating admin work and mundane tasks for salespeople. Sell better: Create a better buying experience for customers by capturing buyer context and making that context available to salespeople wherever they are.

Customer-centric triggers already exist in your customer’s experience. You learn about them through discovery research. Internal triggers are emotions, urges, or cravings your customer has, such as hunger, loneliness, excitement, anticipation, curiosity, boredom, etc. Situational triggers are transitions, rituals, and events that occur regularly, s