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25 Sales Triggers You Need To Monitor & How To Leverage Them
Learn which triggers to track and how to leverage them for the best sales outputs!
Frank Sondors
August 15, 2024
One of the most effective ways to stay ahead in the competitive market is by understanding and leveraging sales triggers.
Those key events that indicate a potential customer's readiness to make a purchase. By recognizing these triggers and reacting strategically, you can position your product or service as the perfect solution at the perfect time.
Monitoring Sales Triggers: Tools to Keep You Ahead
To effectively leverage sales triggers, you need to be aware of them as soon as they happen. Monitoring relevant events in real-time allows you to react quickly, giving you a competitive edge. Here’s how you can stay on top of sales triggers:
1. Google Alerts
Google Alerts is a free tool that sends you notifications whenever specific keywords appear in news articles, blogs, or web pages. Set up alerts for your target companies, industry terms, or specific events like “funding round” or “product launch.” This way, you’ll be notified immediately when something significant occurs that could impact your prospects.
LinkedIn Sales Navigator is a powerful tool for tracking changes within your target accounts and industries. It can alert you to company updates, job changes, and other significant events in your network, helping you identify key sales triggers.
3. Industry News Aggregators (e.g., Feedly)
Staying informed about broader industry trends and news is crucial. Tools like Feedly allow you to aggregate news from multiple sources into a single feed, helping you monitor developments that could signal opportunities. You can customize your feed with specific keywords, publications, and blogs relevant to your industry.
4. CRM Systems with Trigger Tracking Capabilities
Modern Customer Relationship Management (CRM) systems, like Salesforce or HubSpot, often include features that allow you to track sales triggers directly within your pipeline. These systems can be set up to alert you when key changes occur with your prospects, such as when they’re mentioned in the news or update their website.
Social listening tools monitor conversations across social media platforms, forums, and blogs for mentions of your target companies or relevant keywords. These tools can help you catch early signals of potential sales triggers, such as customer feedback, product issues, or brand mentions.
1. New Executive Appointment
How to Leverage: New executives often seek quick wins. Present tailored solutions that align with their goals.
How to Monitor: Use LinkedIn Premium to track job changes. Set up alerts for news on industry-specific sites and subscribe to relevant newsletters.
2. Company Expansion
How to Leverage: Offer products or services that support scaling, such as infrastructure or software solutions.
How to Monitor: Monitor business news websites, press releases, and local business journals. Google Alerts for “company expansion” + industry can also be effective.
3. Merger or Acquisition
How to Leverage: Position your solutions to help with integration or streamlining processes.
How to Monitor: Use Google Alerts with keywords like “merger” or “acquisition” combined with industry terms. Tools like Crunchbase or Flippa can also track M&A activity.
4. New Product Launch
How to Leverage: Offer complementary services or support to ensure the success of their new product.
How to Monitor: Follow industry news sites, set Google Alerts for specific companies, and track social media for announcements.
5. Funding Round
How to Leverage: Propose solutions that can help scale their operations or manage growth.
How to Monitor: Tools like Crunchbase and PitchBook can track funding rounds. Subscribe to venture capital news outlets.
6. Competitor Activity
How to Leverage: Use this opportunity to highlight your product’s advantages over the competitor’s new offering.
How to Monitor: Set up Google Alerts for competitor names and products. Use tools like Owler and Awario to track competitor mentions.
7. Regulatory Changes
How to Leverage: Offer solutions that help the company comply with new regulations.
How to Monitor: Follow industry-specific regulatory bodies and subscribe to legal update newsletters. Tools like Manzama can help monitor these changes.
8. Layoffs
How to Leverage: Offer cost-saving solutions or outsourcing options to streamline their remaining operations.
How to Monitor: Use Layoffs.fyi or similar sites to track layoffs. Google Alerts for “layoffs” + industry keywords can also be effective.
9. New Office Opening
How to Leverage: Provide services or products needed for the new location, such as IT infrastructure or local marketing.
How to Monitor: Follow local business journals, commercial real estate sites, and company press releases.
10. Shift in Marketing Strategy
How to Leverage: Tailor your pitch to their new focus, whether it’s digital marketing, content, or something else.
How to Monitor: Monitor company blogs, social media, and marketing job postings. Tools like Semrush can help track changes in marketing tactics.
11. Partnership Announcements
How to Leverage: Offer complementary products or services that enhance the new partnership.
How to Monitor: Track press releases, industry news, and use Google Alerts with keywords like “partnership” and industry terms.
12. Hiring Spree
How to Leverage: Provide solutions that assist with onboarding, training, or productivity for new employees.
How to Monitor: Use LinkedIn to track job postings and company hiring trends. Sites like Indeed and Glassdoor also provide insights into hiring activity.
13. New Website or Rebranding
How to Leverage: Support their rebranding efforts with marketing services or technology solutions.
How to Monitor: Regularly check the company’s website and social media for announcements. Use Visualping.io to monitor website changes.
14. Award Wins or Recognition
How to Leverage: Help them capitalize on their recognition with PR or marketing strategies.
How to Monitor: Follow industry award sites, press releases, and social media for announcements.
15. Product or Service Discontinuation
How to Leverage: Offer your product as an alternative or a superior replacement.
How to Monitor: Monitor industry news, competitor websites, and Google Alerts for terms like “discontinued” + product.
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16. Stock Price Movement
How to Leverage: Align your pitch with the company’s financial position, offering solutions that match their needs.
How to Monitor: Use financial news sites like Bloomberg, Yahoo Finance, or set up alerts on stock monitoring apps.
17. Earnings Reports
How to Leverage: Tailor your solutions to align with their financial performance and future goals.
How to Monitor: Subscribe to earnings call notifications through platforms like Yahoo Finance or Nasdaq. Set up alerts for quarterly reports.
18. Change in Strategic Leadership
How to Leverage: Offer your solutions as key to executing their new strategy.
How to Monitor: Track leadership changes through LinkedIn, press releases, and industry news. Set up Google Alerts for “CEO change” or similar terms.
19. Expansion into New Markets
How to Leverage: Offer market entry solutions such as localization services or market research.
How to Monitor: Monitor press releases, industry news, and Google Alerts for “market expansion” + industry.
20. New Partnerships or Joint Ventures
How to Leverage: Provide solutions that enhance the success of their new venture.
How to Monitor: Track announcements through press releases, industry news sites, and Google Alerts.
21. Product Recalls or Failures
How to Leverage: Offer reliable alternatives or damage control services.
How to Monitor: Set up Google Alerts for product recalls or follow industry-specific news sources.
22. Customer Base Expansion
How to Leverage: Offer scalable solutions to support their growing customer demands.
How to Monitor: Track company press releases, industry news, and social media for growth announcements.
23. New Technology Adoption
How to Leverage: Provide complementary services or products that integrate with their new technology.
How to Monitor: Monitor tech news sites, company blogs, and press releases. Use LinkedIn to track new tech-related job postings.
24. Change in Consumer Behavior
How to Leverage: Offer insights or products that align with their new customer focus.
How to Monitor: Use tools like Google Trends, social media monitoring tools, and market research reports.
25. Internal Restructuring
How to Leverage: Position your solution as essential for ensuring smooth transitions and maintaining productivity.
How to Monitor: Track company announcements, industry news, and LinkedIn for changes in company structure.
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