Target specific moments — not just specific markets in B2B Sales
Most marketing gets ignored not because it’s bad (though sometimes that’s the problem) but it’s badly timed.
For many B2B owners and CEOs marketing and sales seems to be a mystery. Just do a search on the topic and you’ll find little that’s helpful.⠀
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In my opinion, there are two reasons for this.
One — people are searching for that one killer sales tactic that will close all deals or, Two — people fail to realize that successful B2B sales is made up of timing triggers which are by nature very hard to quantify and pin down without a real understanding of ideal clients.⠀
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The fact is most sales naturally happen when there is a problem or change in a buyer’s life or business. Without knowing exactly what these problems or changes are, you can’t rev up ANY marketing and sales efforts effectively.⠀
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B2B Timing Triggers⠀
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New Leadership⠀
New Job/Role for Current Contact⠀
Company Expansion⠀
Legal Problems⠀
New Product/Service Announcement⠀
Event Announcement⠀
Mergers and Acquisitions⠀
New Legislation⠀
Target specific moments — not just specific markets
