This blog post has three items:

1. Trigger Event book giveaway at Dreamforce
2. This month’s winner of $1,500 worth of Trigger Event Selling services
3. Two articles I think are worth reading

Trigger Event Book Giveaway

InfoGroup is giving away copies of my book SHiFT! at Dreamforce ’10 – San Francisco December 6^th- 9^th.

They are being given to all attendees of Clare Hart’s presentation titled “Interactive CRM: Drive Revenues and Outpace the competition” that is from 3:45 – 4:45 on Tuesday December 7^th. Clare will share ideas and resources on how to use Triggers, Social Media & Chatter as your secret competitive advantage. FYI: Clare Hart is the new CEO of InfoGroup

Those who attend receive a copy of the Trigger Event book and can schedule 20 minutes, with me, to develop the best Trigger Event Selling strategies for their business.

I plan to be at the InfoGroup booth Monday afternoon, Tuesday afternoon, all day Wednesday and all day Thursday. Drop by and say hi if you are going to Dreamforce.

$1,500 Prize Winner

Congratulation to Israel Kloss. His answer to my question on how to use IntroMojo – the #7 Sales 2.0 tool – to quickly build report with prospects received the most votes and wins him $1,500 worth of coaching, training , or advice.

Next month I’ll be giving away another $1,500 worth of services to the person who answers my question about the #6 Sales 2.0 tool and gets the most votes for their answer.

Top Two Articles

This month I read over 40 articles looking for something I thought would be worthwhile for the 4,200+ subscribers to this blog. Below are the top two articles I found:

1. Creating Fresh Sales Opportunities, by Jill Konrath, Author of SNAP Selling & Selling to Big Companies.
   There’s nothing I like better than engaging prospects when they’re NOT thinking of making any changes from the status quo.

   This may seem counterintuitive or perhaps even like sales heresy if you’ve spent your career chasing prospects who are already in the buying mode. After all, they already have money in the budget for your product/service and are actively looking for new options.

   So why would I recommend chasing “non-lookers” versus the tempting low-hanging fruit? Lots of reasons: … read the rest of Jill’s article here
   

2. Catch The Window of Opportunity Before it Closes by Gerhard Gschwantder, Founder and Publisher of the world’s leading sales magazine – Selling Power.
   Inside the window of opportunity resides the customer’s agenda. As new waves of information reach the customer, agendas may stall, accelerate, or move sideways. This is one more reason to be relevant, remarkable, and emotionally engaging on the first call.

   Salespeople have more and more Sales 2.0 tools available to help them become relevant through real time access to mission critical information   …   read the rest of Gerhardt’s article here

Do you have questions?

If you have  questions about cold calling, prospecting, or lead generation tune  into this tonight’s TriggerBuzz – Tuesday October 26th 9:00PM-9:30PM Eastern – as I and followers of TriggerBuzz answer the questions submitted.

TriggerBuzz is held the first and last Tuesday of each month and questions are submitted by following TriggerBuzz and sending a direct message to @TriggerBuzz.

Everything you need to submit your questions, listen, or provide answers can be found at http://ShiftSelling.com/TriggerBuzz

Have an eventful week!

Craig +1.403.874.2998

In the search for resources that provide different perspectives on ‘Trigger Events’ I discovered the the work of R.J. Rummel. In chapter 15 of “Understanding Conflict and War Vol. 1: The Dynamic Psychological Field“, R.J. Rummel does a great job explaining some of the science behind ‘Trigger Events’. See section 15.4 for the details on ‘Trigger Events’.

In this work R.J. understands and discusses the significance of routine. Consider RJ’s perspective of a routine as the buying pattern that customers and prospects are already in – buying from their current supplier.

In Figure 15.1 you can see how ‘Trigger Events’ cause expectations to continuously rise. Notice how a rise in expectations change a person’s routine. Consider this change in routine as a potential change in suppliers.

RJ’s work relates to the sales of products or services in the following ways:

1. A seemingly small ‘Trigger Event’ can lead to a large selling opportunity
2. Buyers can change routines when expectations grow beyond performance
3. Even though a ‘Trigger Event’ creates a compelling reason to change routines the perceived risk of tipping the apple cart can prevent people from changing their routine.

Please contact me when you have ideas, resources, or success stories about leveraging ‘Trigger Events‘ – aka selling triggers – that you want to share.

Have an eventful week!

Craig