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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit

Get More Business

in Less Time


• Pick the “One” Thing

• Put up a Barricade

• Dump Your Ideas

3 Key Strategies


The Truth?

I am a closet slug.


Efficiency

Effectiveness


Make

fewer

but

better

contacts


Leverage Trigger Events


Just one change affects:

• Satisfaction level with

the status quo

• Ability to meet their

goals & objectives

• Current processes

• Other functional areas


1st Quarter Results


Management Changes

Management Change


Competitive Moves


Mergers & Acquisitions


New

Strategic

Initiatives


Discover

your own

trigger

events.


Use the News

• Could this create an

opportunity for us?

• If so, how can we

capitalize on it?


Alert Services


BROWSER MOBILECRM

Business event

monitoring to identify

timely opportunities

Connection mapping

to discover key

relationships

Intelligent aggregation

to deliver best account

& contact profiles

Sales 2.0 Tool: InsideView

© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit | SLIDE :17

What You Do …

• Set trigger agents

• Identify connections


Cory Ayres

Director of Corporate Sales

Xactly Corporation

35 S. Market Street

San Jose, California 95113

Corp. Phone: 1-(408)-977-3132

Corp. Fax: 1-(408)-977-1261

Email: [email protected]

More Info: Search ZoomInfo /

Search Google / Search Jigsaw /

Search LinkedIn

Daily Summary Alert

Acquisitions

Xactly, Inc – Xactly to Acquire CentiveXactly Corporation today announced it has acquired the

Lowell, MA-based company Centive to become the

software industry’s largest ….

Smart Agents:Delivered via Email

My Employer Target Company

Gerald S. Casilli

Board Member -InsideView Also Works at

Xactly Corporation

(Board Member)

Team Previous Employer Target Company

Cory Ayres

Former Corp Sales Mgr Now Works at

Xactly Corporation

Director, Corp Sales

Connection via Greg Volm

Smart Connections:Identify entry points

Smart Records:Close the loop

Result: InsideView win @ Xactly

| SLIDE :18

Trigger Event Selling in Action


Hi Pat. This is Terry. I’m a consultant with

Leapfrog Strategies. We specialize in working with

B2B salespeople on their sales training needs.

The reason I’m calling today is that I’d like to learn

about how your firm is currently handling business

development and share you some information on

our full-range of programs.

I’d be glad to meet with you at your earliest

convenience. My number is 651-429-1922. (repeat

#). Have a great day!

Typical Sales Call


Pat. Terry calling. 123-456-7890.

Congrats on the $14 million your company

just raised to expand your business in the

Fortune 500 market.

I have some ideas that can help you out. One

of my recent clients—a technology company

like yours just landed three Fortune 100

clients.

Let’s set up a time to talk. My number is …

SNAP

Version


THINK!


Best

way

to

speed

up

your

sales!


Leveraging Trigger Eventswww.sellingtobigcompanies.com/triggerD

SNAP Selling: 2 Free Chapterswww.snapselling.com/preview

Questions & Downloads

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