growth events create sales opportunities

how to identify sales opportunities based on the event

Ask yourself three questions when reading about a growth event.

1. What does the company do?
2. What is the event?
3. Did the company specifically say it would invest or spend in certain areas?

Based on your answers to these questions, and some side-to-side analysis (please see page 4), you can identify logical sales opportunities.

Example:

A company that provides outsourced technical services announces it’s hired a new Chief Technology Officer.

Since the company provides outsourced technical services (what do they do?), one can conclude that attracting, hiring and retaining top technical personnel is a major focus for this company. Therefore, it is logical that recruiting, training, incentive, and evaluation/ assessment services are important.

Since the company has announced a new Chief Technology Officer, one can conclude that further investments in the company’s technical infrastructure will be made. These may prompt a complete review of all software and hardware vendor relationships-- an opportunity for anyone providing those services and/ or typically selling to CTOs.

Click here for more examples of logical sales opportunities based on events.

 

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