Trigger Events - Prospecting with Purpose

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Trigger Events - Prospecting with Purpose Liz Cain, Senior Director, Worldwide Business Development, NetSuite Sales Hacker Conference, New York City 2015

Sales

Trigger Events :
Prospecting with Purpose
Liz Cain
Sr. Director, WW Business Development
NetSuite Inc

BOSTON
DENVER
AUSTIN
LONDON
SYDNEY
NYC
CHICAGO

I don’t want
wealth & fame…
Just money
& recognition

1. Build your list(andknowwhyyouarecalling)

A common set of trigger events compel
decision makers to move forward.
TOPO

ACQUISITION
IPO
NEWBUYING
GROUPOR
ASSOCIATION
NEW PRODUCT LINE / SERVICE
OBSOLETEACCOUNTING
NEW
EXEC
EX-USER
JOINS THE
COMPANY
NEW SUBSIDIARY
INTERNATIONAL EXPANSION
DIVESTITURE
GROWTH /
RAPID HIRING ROUNDOFFUNDING

Timing InMail/Email Voicemail Dial
Day 1 IM 1
"War dials"
Dial regularly. Try to
contact buyer live - if no
contact, hang up. No VM.
Day 2 EM 2 (forward IM 1) VM 1
Day 4 or 5 EM 3 VM 2
Day 13 or 14 EM 4 VM 3
Day 20 (hail mary)EM 5 VM 4
Nurture EM 6 VM 5
Follow a touch plan.

of
mee&ngs

are
set
with

live
convos

73%
12

dials
to
reach

prospect
using

direct
lines

1
in
3
conversa&ons

convert
to
appt

And make the dials.

Emails/Voicemails.
Messaging.
Customer Stories.
Assets.
PIECE OF CAKE.

QUESTIONS?
Liz Cain
Sr. Director, WW Business Development
NetSuite Inc

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