Pre-call intelligence, trigger events, and finding your reason to call.
Competitive displacement sales works when a rep responds to a buyer’s real risk with care, not opportunism. Marcus sees an outage and chooses a reason to call that lowers the stakes instead of raising them. Marcus had three tabs open, none of them moving. On the left, his forecast. A wall of red. Two slipped … Read more
The best B2B sales prospecting triggers reveal a real pressure, not a generic milestone. In this story, one honest line from an earnings call gives Marcus a reason to call that a prospect recognizes immediately. Marcus had the earnings call transcript open on one monitor and his dead list on the other. Names he had … Read more
The Slack channel is a wall of confetti and champagne emojis. The whole team is buzzing about this sales trigger event: a Series B dropping, and every rep already writing their pitch. Marcus sees it differently. To him this is one of those sales trigger events that tells a second story if you read past … Read more