Thanks for your comments. Readers, I would highly recommend Craig’s web site and information.

Since Craig brings up some very good points let me clarify where I stand on this. I have strongly believed in using Trigger Events in selling, and was doing this before I even knew there was a name for it. Craig, you are absolutely right that being in the right place at EXACTLY the right time yields big wins in sales.

I would still maintain that companies need to understand that there is foundational marketing work to be done prior to their salespeople finding those trigger events. An integrated lead generation approach to marketing will only enhance their ability to present themselves as a credible and viable supplier to that company they just found through a trigger event. Plus an integrated lead generation program will generate leads that aren’t “sales ready” that they can then track until a trigger event arises for them to pursue.

There are way too many suppliers of internet marketing services who have an area of expertise that is promoted as THE solution to a company’s need for more sales revenue. The reality is that their area of expertise is usually a piece of the puzzle, just not the entire solution.

I hope that clarifies things a little more. Thanks again for your comments Craig. Any of you salespeople that haven’t checked out Craig’s web site you need to do that.

What happens if I believe there is a Silver Bullet in Sales and I am willing to give it away for free?

Back in 2002 I spent a month reflecting on 20 years of being a top sales performer – In one case I went from new hire to the #1 sales person for a multi-billion dollar company.

In my reflection I found out that 80% of my sales came from the same thing – being in the right place at EXACTLY the right time. I then took what I learned and started a software company that won a $1,000,000 prize in a global billion dollar idea competition and was chosen as one of Dow Jones’ 50 most promising companies in all of North America.

For years we have been conditioned to believe that there is no such thing as a silver bullet in sales. I can tell you that there is. It is called timing – getting in front of the right person at EXACTLY the right time.

When you have the right timing the sale almost happens by itself – No challenges getting to the customer, understanding their dissatisfaction, presenting a solution, or closing the sale.

I’ll bet that if you reflect on your biggest wins you’ll realize you were in the right place at EXACTLY the right time. Well it turns out it’s not luck.

You just got to a decision maker after they experienced a Trigger Event but before they started talking to anyone about it. It’s a very powerful selling window called the Window of Dissatisfaction.

Every single day decision makers experience a Trigger Event that turns them from PROSPECTS INTO CUSTOMERS.

When you harness these Trigger Events you get in front of highly motivated, buyers before your competition, and you:

* Increase close ratios
* Shorten sales cycles
* Sell at higher prices

For those who want to watch a 20 minute presentation on how to harness Trigger Evens to make timing happen and download the worksheet and instructions on how to identify the top three Trigger Events that cause people to buy, you sell you can download them both at http://www.TriggerEventAnalysis.com/.

Feel free to call my cell phone (+1.403.974.2998 or 866.744.7904) if you have ANY questions.

Good Luck!

Craig