THE COMPLETE GUIDE TO

SALES TRIGGERSSALES INTELLIGENCE YOU DON’T WANT TO MISS

The flow of money into an organization can dictatewhen new opportunities arise.

Example Resources: Crunchbase daily email.

#1 - FUNDING EVENTS

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When a company moves into a new office or a new city, they’re often more likely to make buying decisions.

Example resource: Local Business Journal

#2 - GEOGRAPHIC EXPANSION

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Keeping up with financial reports will allow you the ability to beef up on customer intel. There you’ll find financial data, approvals, mandates, and restrictions.

Example Resource: SEC Filings form 4 and 8 K)

#3- GOVERNMENT FILINGS

Search trends, competition, and dollars spent by competition are great advertising metrics tokeep up-to-date with.

Example resource: SEMRush

#4 - UPTICK IN ADVERTISING SPENDING

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Don’t forget to keep up-to-date with what’s trending on social media. You can also track user feedback for your (and similar) products with sites like Twitter and LinkedIn.

#5 - UPTICK IN PRODUCT/SERVICE ADOPTION

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Keep Track of the news & intel on your most important companies - Bonus: Import companies directly from Salesforce.

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As the Board of Directors changes, companypolicies and fresh eyes provide an opportunityto sell to.

Example Resource: A company’s PR page can be invaluable.

#6 - CHANGE IN THE BOARD OF DIRECTORS

Following when your prospects change jobs will allow you to reach out immediately in a market where timing is key. The SalesLoft Job Change Alerts tool give you access into changes within or between companies.

#7 - NEW EXECS OR MID-LEVEL MANAGERS

Following when your prospects change jobs will allow you to reach out immediately in a market where timing is key. The SalesLoft Job Change Alerts tool give you access into changes within or between companies.

#7 - NEW EXECS OR MID-LEVEL MANAGERS

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Stay up to date with the people you sell to-Get daily alerts on job changes. Track people and prospects from Salesforce. Be proactive about your selling.

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Keeping up with awards in your (and related)industries provides an opportunity for you torecognize what you can do to increase your sales.Understand that there is always room for yourprocess to improve.

Example Resource: Google Alerts

#8 - AWARDS OR INDUSTRY HONORS

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One of the best places to meet with an executive is during a conference or presentation. Find out where your buyer will be and go there.

Example Resouce: A company’s news page or LinkedIn profile

#9 - ATTENDING CONFERENCES/PRESENTATIONS

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When prospects release new products that means they’re business is changing. They are more likely to need new products and services (hopefully yours) to help them through these changes.

Example Resource: Social Media

#10 - NEW RELEASES / SHIFT IN BUSINESS DIRECTION

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Sincerely, SalesLoft.

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