Dating Mistakes that Salespeople Make…

AlwaysBeClosing

A lot of themes from the dating world can find parallels in marketing and sales. No wonder that some of the lessons and mistakes learned from one side can easily be transferred and applied to the other.

Here is the list of top 8 mistakes most sales people do and easy ways  to fix them. Enjoy!


We Have Moved! To > http://blog.ctosonthemove.com/

Yes! We have moved!

Our new glorious location over here!

I’d still be occasionally posting here now and then by most of our content including lead generation tips, strategy advice, benchmarks from our clients, how-to guides and Friday fun has moved to this new location.

Please subscribe here today! Looking forward to hanging out with you at our new home.

Best,

-Misha


IT Executives on the Move: new CIOs/ CTOs at New York Times, JetBlue, ViaWest and VoiceAssist.

 

 

 

 

 

 

Jason Carolan was Promoted to Chief Technology Officer at ViaWest

Marc Frons was Promoted to Chief Information Officer at The New York Times

Eash Sundaram was Appointed as Chief Information Officer at JetBlue Airways Corporation

Rick Dehlinger was Appointed as Chief Technology Officer at nGenX Corporation

Dean Weber was Appointed as Chief Technology Officer at VoiceAssist

If you are interested in following appointments and promotions of CIOs and CTOs in real time, getting access to up-to-date contact information and search/browse/download from a database with 14,000+ profiles of senior IT executives, sign up today risk-free here.


Sales Trigger Events – Taxonomy, Care and Feeding

Sales Trigger Events

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Sales Trigger Events

Sales Trigger Events are essentially changes in the status quo that force your prospects to become aware of an urgent and pressing need that your product or service, hopefully, fulfills.

Now, sales trigger events could be external, i.e. originating outside of your prospect’s organization and internal, i.e. changes coming from within.

Above is a comprehensive chart depicting both internal and external sales trigger events:

External:

1.  Regulatory Events

For example, Sarbanes Oxley Act of 2002 substantially changed the way corporations report and and manage risk. This act forced companies to hire personnel, outside consultant, adapt new technology, etc. helping spawn a slew of consultants and service providers focused on compliance.

Other examples of regulatory trigger events are DMCA, Emission control regulations and many others.

2. Industry Specific Events

Industry specific trigger events only work for one industry. For example, if you are an IT security firm, one of the best trigger events for you could be a hacker attack on your prospective client.  If you are in a disaster recovery line of business, then you may focus on hurricanes and tornadoes.

3. Recognition Driven Events

Recognition of your potential prospective client can take various forms.  Your prospect company could be voted “the best to work for”, or included in Fortune 1000, or in one of the Gartner Quadrants.

You may also track positive press focusing on your prospective clients or speaking engagements in industry conferences for your prospect company’s executives. All these events are excellent opportunities to reach out, congratulate and engage.

4. Competitive Events

Competitive events are stemming from actions of competitors that impact your current and prospective clients. These actions could be of legal nature (e.g. Yahoo! claiming infringement on its patent portfolio by Facebook), new competitive products (e.g. any Apple product redraws the map for most other hardware manufacturers),  poached clients or key personnel.

5. Social Media

Social Media has emerged as an important force capable of changing companies agendas in real time. You may consider tracking social media for trending sentiment, good or bad, involving your current or potential clients. These could be excellent opportunities to engage a prospective client especially if you spot a trend before they do.

Internal

1. Technology Driven Events

Technology changes often have derivative effects: e.g. adopting cloud reduces needs for data centers and hosting. BPO reduces need for in-house personnel, etc.  Through media and informal conversations you can track trends like these that will impact your prospect’s business and hence – yours as well.

2. Growth Events

Indicators of growth are one of the best sales trigger events. When the company is growing usually needs are immediate, urgent and backed with financial strength.

Some of these signals could be adding headcount, opening new offices, entering new markets, launching new products. You may also look into announcement of partnerships, joint ventures, new clients gained, etc.

3. Financial Events

Financial trigger events are very important as well as they usually signal increased ability or difficulty to purchase products or services. Some of the financial events that are also sales triggers: IPO, raising debt or equity through private placements, earnings surprise (positive or negative), rapid appreciation or depreciation of stock, breach of debt covenants or bankruptcy announcement.

4. Ownership Change Events

Ownership change is an important sales trigger event as it usually signifies a major disruption in existing vendor-client relationships, a strategy change, a new capital infusion, etc. Some of such changes may involve a merger, an acquisition, a “going private” buyout.

5. Strategic Events

Strategic events are indicators of major directional shifts within your prospective company. Such events may involve announced alliances or JVs,  restructuring and divestiture of business lines, products and/or brands, layoffs, etc.

6. Personnel Events

Personnel changes are easily the most important sales trigger events. Even in B2B space people buy from other people. Not just any, but the ones they know, trust and like.  Therefore with changes in personnel this network of relationships is usually disrupted creating a perfect opening for a challenger to come in.

Some of the events you may want to track are:  appointments and promotions of key executives, new board directors, announcements of outsourcing initiatives, adding/cutting of headcount, etc.

7. Industry Specific Events

Industry specific events involve a limited set of industries. For example, if you are in BPO space you may track announcements of cost cutting initiatives. If you are a construction company then issuance of building permits is an excellent trigger event. If you are corporate bankruptcy lawyer, look out for breached debt covenants, etc.

This is an excerpt from a recently published whitepaper “Introduction to Sales Trigger Events“. Get your free copy here.

Sales Trigger Events


IT Executives on the Move: New CIOs at Starbucks, BestBuy, FIS Global and SunTrust.

Stephen Gillett CIO Best Buy

 

 

 

 

 

 

 

 

 

 

 

 

  • Frank Baitman was Appointed as Chief Information Officer at United States Department of Health and Human Services: http://bit.ly/ygoz5D

 

  • Greg Schaffer was Appointed as Chief Information Security Officer at FIS Global: http://bit.ly/xOJ4IL

 


Top 10 Ways to Engage Senior IT Executives When They Just Changed Jobs

www.ctosonthemove.com - 10 Ways to Engage IT Executives when they change jobs.

When a top decision maker changes jobs it is usually a strong signal to engage this person in a business conversation because your chances of success are that much higher. The reasons are simple:

Change is in the air. New executives tend to audit what they’ve inherited, and as they are charting their course going forward they tend to be more open to contacts with trusted advisors.

Strong personal relationships are disrupted. Pre-existing vendor client relationships are not as strong, and the time around appointments/promotions are some of the best entry points into a new account

Blind spot for other salespeople. The news and hence new contact details (emails, phone numbers) have not yet percolated throughout all sales lists and contact databases therefore the amount of inbound email and phone solicitations are not as large.

Personal ego. Most likely they were hired with a mandate to change things around, they want to make a name for themselves therefore they are likely to do something new.

Here is list of top 10 action items you could use to fully leverage the insights about career changes of IT executives:

1.      Email – send a congratulatory email to the IT executive who was recently promoted or newly appointed.

 

 

 

 

2.      Phone call – just pick the phone and call to congratulate the person on the career move. The script could be along the lines: “I’ve noticed in the news the announcement of your recent promotion and just wanted to tell you how happy we are to hear about your success…”

 

 

3.      Event – you can invite them to an industry event your are sponsoring or speaking at: Gartner, InterOp, Evanta, ComputerWeek or others.

 

 

 

4.      Webinar – invite then to a webinar you are hosting. The invitation could be along the lines: “John, we’ve noticed you recently assumed an important role at the company and we hope you will join your peers at the webinar we hosting on a topic that would be certainly important in your IT strategy”.

 

 

5.      Gift – send a gift. It could be as little as a classy business card holder with personal note, or as large as a bottle of wine. Be mindful that what you say in the gift card could be more important than the gift itself.

 

 

 

 

6.      Peer feedback – invite your current client who is a peer to the newly appointed executive to reach out and congratulate them on your behalf.

 

 

 

 

7.      Letter – with so many filters, from personal assistants to email filters, it is difficult to get through. Try sending a personal hand written note, it will surely stand out and more likely to get noticed.

 

 

8.      Face-to-face – invite them to a face-to-face meeting. Depending on the stature at the firm it could be as informal as a coffee (“I am in town meeting clients and would like to touch base with you on your IT strategy going forward.”) or as serious as a steak dinner.

 

 

9.      Appointment – ask for an appointment in a smart way: “Mary, I’d like to congratulate on your recent appointment. As you may know, a number of companies similar to your are our clients and we’ve done truly impactful solutions for them in the field of _____ which, no doubt, would be one of your focus areas going forward. Would you have 10min next week for a brief phone call? I am available on…”

 

10.  White paper – send them a white paper that is relevant referencing their new role, current mandate, previous positions, etc.

This is an excerpt from a whitepaper “Introduction to Sales Trigger Events”. You can download your free copy here.

 

Sales Trigger Events


IT Executives On The Move: New CIOs at General Motors, Domino’s, Comcast and others.

http://www.ctosonthemove.com

 

 

 

 

 

 

 

Below is the list of CIOs, CTOs and other Senior IT Executives who recently changed jobs: