I missed the original post on the Nimble website written by Craig Elias, creator of Trigger Event Selling™ so when I heard Craig in Boston recently presenting this idea I was stunned.
"It's so simple, " I said. "It's also something I rarely see anyone do."
Craig concurred, and here is one SINGLE simple sales strategy that can give you HUGE new visibility, so eloquently presented by Craig:
When your prospect or your customer moves to another company:
Research shows that new decision makers and recommenders in a company are ten times more likely to become your customer for a number of reasons. One reason is that they did not build the current environment but rather inherited it - so if there are big problems and issues, they are more likely to want to fix them. Existing decision makers with problems are sometimes the cause of them. If you point out problems to existing executives, that's like calling their baby ugly.
There are tools now that help you track prospects and contacts like never before. Use them.
DiscoverOrg.com shares that:
80% of the newly hired or promoted IT Leaders who would spend $1,000,000 or more on new initiatives did so within 3 months of starting their new job
So I ask you - ARE you tracking where your contacts are going? Are you calling them regularly? Can you see how this ONE idea could offer you hundreds of new, highly qualified opportunities by keeping in better touch with those buyers and prospective customers who know you or would warm up to you through knowing you are connected to the person they followed?
Craig shares an example of how simple tracking of buyers and prospects (I call them collectively "contacts") leads to thousands of opportunities in the first year. They are not just any leads, either - they are going to lead to opportunities more likely to close.
It's a simple concept anyone can grasp. Elite sellers do this and have benefited greatly - why not give it a try?
The full post with more detail can be found at Follow the Bouncing Email to a Gazillion Leads.
I challenge you to create an experiment out of this idea - put it in place over the next 90 days and see what happens. You'll need a good contact tracking system - many options to choose from. If you need help getting started, and are in B2B sales or sales leadership - contact us for a brief strategy session - you won't regret it.