Advanced trigger events explained to Social Selling University.

1. Advanced Triggers – A Proactive Approach to Client Acquisition

2. Quick Look Back Triggering not Triggered Proactive vs. Reactive Triggering Action Examples Triggers

3. TiborShanto B2B New Business Acquisition Helping companies and individuals succeed and sell better by delivering results rather than just completing tasks Focus on Execution: Everything else is just Talk!

4. -Proactive Joe Sugarman – Triggers (1978) Compelling Events - Reactive

5. Triggers 101 Trigger  Cause that leads to Effect More specifically a reaction or response

6. SLIDE :6 Buyers have a process. Knowing that process and then manipulating it is key.

7. From The Book: Buying Modes Window of Dissatisfaction™ Searching Alternatives Status Quo Happy with Status Quo Not Searching For Alternatives Unhappy with Status Quo Not Searching For Alternatives Unhappy with Status Quo Searching For Alternatives

8. Basic – Entry Level Triggers Trigger Events

10. Reduces risk – slightly

11. Improves Timing

13. Tells us who/what to avoid

14. Improves Time Allocation

15. Improves Timing

16. Increases Results

17. Greatest opportunity for ROE

18. Won Deals

19. Tells us what to look for, move towards

20. Increases Results–

21. Reduces time to deal – measurably

22. Improves Timing 360 Degree Deal View

23. Important Fundamental But now that you have Mastered the Basics SLIDE :10

24. New Business Acquisition Hunting Pareto Principle > Shanto Principle Proactive vs. Reactive

26. How Long Can You Wait? SLIDE :14 There is no Sales Metric for Waiting!!

27. Triggers vs. Trigger Events

28. Triggered Responses No matter what it is still a people game Neuroscience Busted Half Truths and Perpetuated Myths! “People buy on emotion and then rationalize it” Well Not Exactly! Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain; Patrick Renvoise, Christophe Morin

29. New Brain Old Brain

30. The 6 Stimuli that always Trigger a response Self-Centered Contrast Tangible Beginning and End Visual Emotion SLIDE :18 Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain; P. Renvoise, C. Morin There is a Sales Metric for Initiating a Sale Proactive Prospecting

31. Current Framework – A Different View Reactive 80% Perch System Minnow Shark Ins ight Knowledge Information Sale 2.0 Understand Ready/Willing Execute 20% Proactive

32. Events and the Process Reactive Buying Process Selling Process TE

33. Conventional Wisdom Buyers’ Modes % of Market Close % Status Quo 65% Nil Not Happy Not Looking 20% High In Play 15% low

35. Proactive Approach What if you can trigger the same or similar reaction that the event you wait for would? Not motivated by events – motivated by solution Didn’t Experience an event They Experienced a Shanto SLIDE :23 360 Degree Deal View

36. With A Little Bit of Work? Buyers’ Modes % of Market Close % Status Quo 65% Nil X 10% = 6.5% Not Happy Not Looking 20% High X 30% = 6% In Play 15% low X 40% = 6%

37. Triggering The Process E The Selling Process Reactive Status Quo TE The Buying Process Proactive Trigger

38. Example One Volvo Trucks: 2004 Pick Of The Litter Runner Up - http://www.accountplanningawards.com/# 8 out of 10 would have classified as SQ > Nurture or – entered into a price driven discussion

39. Example Two Office Supply  CFO “What does it take for you to get a pencil in your hand” Cost Take Out Productivity Efficiency Managed Services Competitive Edge!

40. Example Three Actual Planned Possibilities 85/15 75/25 Why  Gap Establish Rekindle Explore Selling to the Gap

41. Take Away and Action Items Understand your targets Profile your targets InsideView Social Media Social Networks Real World Immerse in their world Understand what they react to Give them a reason to react Execute SLIDE :29

42. The Real Question! SLIDE :30 Reactive

43. The Real Question! SLIDE :31 Proactive

44. TiborShanto www.SellBetter.ca

45. Thank you! Questions!?! What’s in Your Pipeline?

46. Thank you! Tibor Shanto Renbor Sales Solutions Inc. Phone:+1 416 822-7781 E-mail: Tibor.Shanto@sellbetter.ca Blog: www.sellbetter.ca/blog twitter.com/renbor What’s in Your Pipeline?

47. | SLIDE :35 Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations. ### Social Selling University is brought to you by InsideView a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity. We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to take advantage of the convergence of social media and enterprise applications.