Disqus - Latest Comments for CraigElias

Re: Starting Now: The Center™ Early Adopter Program Is Officially Open (Until Thursday at Midnight)

Craig Elias — Thu, 31 Dec 2015 16:57:01 -0000

Will it integrate with GravityForms?

Re: 10 Best Marketing Conferences of the Rest of 2015

Craig Elias — Wed, 16 Sep 2015 00:05:03 -0000

I think you missed a BIG ONE - Sales Stack - Every year I pick one conference where I think I can learn the most in the shortest amount of time and this year that's SalesStack in San Francisco on November 10th - http://bit.ly/SalesStack15

Re: LinkedIn is Destroying Other B2B Sales Intelligence Solutions in These Latest Rankings

Craig Elias — Sun, 17 May 2015 09:59:34 -0000

Garret,

My question is why is LinkedIn 6th when ordered by satisfaction?

One reason might be that if you're using LinkedIn as a Social Selling tool in an attempt to be first-in on emerging opportunities where new decision makers are up to 10X more like to change vendors and where 80% of decision makers who make $1,000,000 worth of decisions make them in the first 90 days their stats are horrible.

Here are some of the numbers I shared during my presentation at the SiriusDecisions conference last week about the effectiveness of job changes to be first in with those new in their job.

LinkedIn:
- False positives: 53.8%
- Work email address: 34.7%
- Days since new job: 140.6%
- Work email address and <45 days to update LinkedIn profile: 2.8%

So basically 3 out of 100 job change notifications have any value.

Press releases on the other hand - 18.1 days between when a senior executive gets a job and the the press release comes out.

That data made me start using Avention and I now get 36X more leads that allow me to be first in with decision makers who are highly likely to become my customer.

The native PowerPoint slides from my session are available at http://ShiftSelling.com/Sirius.

Re: Debunking the Myth that Buyers are 67% Through the Buying Process Before Engaging Salespeople

Craig Elias — Sun, 17 May 2015 08:01:51 -0000

Hey Mike,

Thanks for brining a dose of reality to the conversation.

I spoke at the SiriusDecisions conference on Tuesday and shared how leveraging good old fashion press releases can be 36X more effective than LinkedIn's saved search feature - that lets you know when decision makers change jobs.

Here are some of LinkedIn the stats:
- False positives: 53.8%
- Work email address: 34.7%
- Days since new job: 140.6%
- Work email address and less than 45 days in job: 2.8%

The average number of days after an executive joins that a press release goes out 18.1!

That combined with some of the ways to get email address 100% of the time and the knowledge that a change in one executive triggers a change in another executive or a change in that executives ways makes all the difference in being proactive an reaching out.

Thanks again and have a GREAT week!

Craig

Re: Are These the Most Important Sales Metrics to Track?

Craig Elias — Sat, 04 Oct 2014 10:33:48 -0000

Mike, These are good metrics to measure but I would like to add a 4th.

How often you are the first vendor into an opportunity – aka first in?

Forrester’s research says be first in and your odds of winning the sale jump up to 74%.

Being first in means you proactively reached out to a decision maker that recently experienced a Trigger Event and is in the Window of Dissatisfaction™ - unhappy with the status quo and thinking of changing but not talking to any of your competitors YET.

Be first in and you get an opportunity to define the prospect’s problem, design their solution and you start developing a great relationship, before
your competition even knows an opportunity exists!

To be first in more often, I suggest sales teams conduct a Won Sales Analysis™ on sales where three or more of the following were true:

1. They had a shorter than usual sales cycle

2. It was easier than normal to reach the decision maker

3. They did not have to discount much in order to win the business

4. The customer was willing to be a reference, gave a testimonial, or even better refer you to someone else who was in need of your services

Just like when you buy a new car and start seeing that same car all over the place, once you start analyzing your best wins you will start seeing more opportunities where a decision maker is in the Window of Dissatisfaction and they will be first in more often.

I hope this adds value to the conversation.

Have a GREAT week!

Craig

Re: What Do You Do When Your Assigned Sales Quota Is Not Achievable?

Craig Elias — Fri, 29 Aug 2014 09:42:12 -0000

If all else fails.

LEAVE!

I'm serious.

One reason you got such a high quota was probably because you exceeded lat year's quota by a wide margin.

The best time to leave is when you are on top.

If you don't leave now you're stuck for at least a couple of years until you can beat quota again and that's assuming you make it past the end of the year - If you're not making quota your job is on the line any way.

Take your successes and find a more professionally run organization and you'll be much happier and much richer for it!

On your departure interview you can say that you're leaving because the quota was build without your input, it was totally unattainable and you were not going to put your, reputation, career and livelihood at risk just because someone deiced to pick a completely random number. Maybe, just maybe, they'll learn the lesson and a few years later they'll hire you back once they realize how good you really where.

Just Say'in

Re: How to Conduct Win/Loss Analysis to Drive Strategic Growth

Craig Elias — Sat, 19 Jul 2014 12:41:10 -0000

Sue, agree that most sales/marketing professional don't spend enough time analyzing their sales.

I beleive conducting a Won Sales Analysis, and knowing exactly why you won, is better than conducing a Lost Sales Analysis, and hoping you can figure out what to change in order to win next time.

I think the four best questions to ask when you conduct your Won Sales Analysis are:

1) WHAT EVENTS LEAD UP TO THIS PURCHASE? The answer to this question can tell what event triggered your new customer to have the time to look at your solution or the money to afford it.

2) WHEN DID THESE EVENTS HAPPEN? The answer to this question will tell you what initially triggered your new customer to decide that that the Status Quo was not longer sufficient and start thinking about what could be a better solution to a problem or a better way to accomplish an outcome/objective. This is more important than question #1 because finding out what this trigger event was will help you identify other prospects you can get in front of before the competition and help them define the problem, design the solution, and develop a strong working relationship. I've seen research that says doing just the three things above results in getting the business 74% of the time.

3) WHAT MADE YOU CHOOSE US? Notice I did not ask a why question - I've been told that why questions make people defensive and that asking what or how questions generate better insights. The answer to this question will tell you what was the outcome the customer received from using your product- we as sales or marketing professionals create content which customers use mental gymnastics to combine with their context and generate the real value of being your customer. Too often you lose a sale because the prospect either did not have the context to add to your content or could not do the mental gymnastics to understand the real value of being your customer. Once you know the answer to this question you make it easier for a prospect to become a customer.

4) HOW CAN WE MAKE IT EAISER TO BECOME OUR CUSTOMER? The answer to this question can tell you what barriers or obstacles exist within an organization and or the process you made the customer go through to become your customer. Make it easier to become your customer and the decision to buy happens faster and your minimize the likelihood of the dreaded 'No Decision.'

If you want to learn more about the power of a Won Sales Analysis can:
* Download my Won Sales Analysis™ template and a video instructions on how to use it – http://WonSalesAnalysis.com
* Request a free copy of my sales book SHiFT! that has a whole chapter on how to best conduct a Won Sales Analysis - http://ShiftSelling.com/Sales
* Access a webinar I did that explains all of the above in more detail, shares
more research on the topic and provides strategies and tactics to make timing happen – http://ShiftSelling.com/Ideal

I hope this adds value to conversation and helps you win more sales.

Good Luck!

Craig Elias
- The creator of Trigger Event Selling

Re: How To Get LUCKY…In Sales

Craig Elias — Mon, 19 May 2014 00:11:04 -0000

Sean,

I agree with your LUCK and would like to add one thing to the mix.

Y - You are the first sales person to reach out to a decision makers that just experienced a Trigger Event and is 'thinking of changing'.

Research by Forrester says that if you get there first and set their buying vision you win the business 74% of the time.

When I hear 'set the buying vision' I think:
- Define the problem
- Design the solution
- Develop a relationship

My experience is that when You are the first person to do this you get even lucky'er in sales.

Have a GREAT week!

Craig

Re: Top 100 Social Selling Influencers

Craig Elias — Wed, 19 Mar 2014 17:16:29 -0000

One of my favorite social selling strategies is to use LinkedIn's saved search feature to know when those in my network of 17,500+ 1st degree connections gets a new job and now meets the criteria of my ideal target market.

Decision makers who are new in their role are up to 10 times more likely to become your customer than a person who has been in their role for a year or more.

Remember to reach out now because a few months from now may be to late.

For example DiscoverOrg’s recent survey of IT executives, who were new in their role, showed that:
• 75% started 3 or more initiatives within a year– only 3% did not start any initiatives
• 42% spent at least $500,000 on new initiatives within their first 3 months
• 80% of those who would spend $1Mil or more on new initiatives did so within 3 months of starting their new job

To capitalize on the all the opportunities that a single job change brings, I suggest you:
• Follow your prospect to their new position – don’t wait for them to contact you
• Find out where the person they replaced went and call them too
• Contact the person who replaced your prospect at their previous position
• Find out where the person who took your prospect’s job came from because that company now has a vacancy and whoever fills that position will be new in their role and is now up to 10X more likely to become your customer.

If you follow the job changes of just 100 people and then follow up with all the related job changes that follow you'll have 270 high value leads within just 12 months! Do this for 24 months and you'll have 972 high value leads.

Feel free to call my cell phone (+1.403.874.2998) if you want to brainstorm ways you can apply this to your own selling efforts.

Craig Elias
Creator of Trigger Event Selling

Re: Four Ways to Cultivate a Culture of Curiosity

Craig Elias — Sun, 22 Sep 2013 11:34:59 -0000

I completely agree with all four principles listed and would like to add a 5th one.

A while ago I had the benefit of reading a book called "The Human Equation: Building Profits by Putting People First" by Jeffery Pfeffer.

What I remember from that book is the importance of alignment - does the organization compensate on, measure, and talk about the same things.

If you talk about building a culture of curiosity, but measure how your organization is cutting costs, and pay on top line revenue then getting a culture of curiosity is pretty much doomed.

Put these three powerful things in alignment with each other and you'll be amazed at the results that can be generated.

Re: 6 Reasons to Add Big Data Tools to Your Sales Strategy

Craig Elias — Sun, 25 Aug 2013 10:23:26 -0000

Craig,

I agree with what Nancy and Tibor have to say.

I think one key component is finding the Trigger Events that make decision makers unhappy with the Status Quo and gets them thinking of changing - what I call in the Window of Dissatisfaction.

Research by Forrester Research shows that FIRST IN WINS up to 74% of the time vs 2nd or 3rd in which typically win only 16% of the time.

For those readers who want to identify the best Trigger Events for what they sell there are resources available at WonSalesAnalysis.com.

Nancy and I will be discussing this and more on our webinar this coming Tuesday.

Have an 'eventful' week!

Craig Elias
Creator of Trigger Event Selling

Re: Timing is Everything – Sales Strategy

Craig Elias — Mon, 15 Oct 2012 14:18:57 -0000

Gary,

I have a different take on Timing.

When you are out there selling decision makers are always in one of
three different buying modes:

1) Status Quo

Here decision makers are happy with what they have and see no
reason to change.

2) Searching for Alternatives

Here decision makers are unhappy with the status quo and are
actively doing something about it.

3) Window of Dissatisfaction™

Between the first two commonly known buying modes is the most
powerful one. Here a decision maker is unhappy with what they have BUT they
have not started the process of searching for alternatives, YET!

Timing is reaching people while they are in the Window of
Dissatisfaction™.

It’s important to reach decision makers before the
competition - so you can define the problem, design the solution, and start
developing the relationship.

Research by Scott Santucci at Forrester says that when you
reach decision makers now and set the buying vision you are given (my word not
Scott’s) the business 65% of the time. Only 35% of the time does the business
go to a bake off.

See the video at http://Bit.ly/FirstInWins The
27:00 minute mark is where this research is talked about.I hope this adds value to the conversation.Craig

Re: The Cure For Content-Creation Madness

Craig Elias — Sun, 14 Oct 2012 09:18:28 -0000

Lisa;

GREAT insights!

I'm intrigued by those who feel the need to write several blog posts a week hoping it drives traffic to their web site.

As Guy Kawasaki says all the time "HOPE IS NOT A STRATEGY".

Thanks for the inspiration to keep writing quality content

I say that because my upcoming blog post - that is scheduled to be published this Tuesday - took almost six weeks to come together.

Keep up the excellent work.

Craig

Re: Do you know your Customer? Buying Cycle & Triggers

Craig Elias — Tue, 11 Sep 2012 15:27:25 -0000

David,

I think you hit the nail on the head and that many organizations lose out on future
opportunities (when a Trigger Event motivates a decision maker to
move the next step) because they fail to
effectively nurture a lead.

I have found that the consideration phase of your model has two different parts:

1) A decision maker experiences a Trigger Event and wants to change. Here they are
thinking of doing something but don't get around to it because other things are
more important. I call this a Window of Dissatisfaction: They are unhappy but
not doing anything about it yet. This is the best time help someone define the
problem, start designing the solution and for you to start develop
the relationship. A recent Forrester report showed that if you can do this the
decision maker does not event talk to your competition 65% of the time.

2) A decision maker experiences a very specific 2nd Trigger Event that helps them
afford the time to look at something new and or the money to afford the
purchase. These people are now actively Searching For Alternatives: They are unhappy
and doing something about it. A 2009 Aberdeen report showed that the
average win rate when you reach people now is only 16%.

So while the 2nd Trigger Event gets someone to buy to maximize your odds of winning the business you need to reach people right after the initial Trigger Event – the one
that makes them want to change and puts them into the Window of
Dissatisfaction.

I suggest those who want to identify the best initial Trigger Events for what they sell
conduct a won sales analysis so they can look for and identify those who are
most likely to buy from them.

Those who are interested a Won Sales Analysis template and a video that explains how to conduct a Won Sales Analysis can access both at http://WonSalesAnalysis.com.

Craig

P.S. Thanks for the links to BJ's stuff. I have a call scheduled with him next week.

P.P.S. I look forward to Eric Groves interview.

Re: What’s the Zero Moment of Truth? Is it Google’s new slogan?

Craig Elias — Thu, 01 Dec 2011 08:57:36 -0000

I think Google's approach to ZMOT makes a lot of sense for marketers AND sales professionals.

The question I have been getting asked over the last few weeks is "What creates the Zero Moment Of Truth?"Well it turns out that the ZMOT is created by an event that trigger someone to start surfing or doing casual research.Here is a link to a video that explains more about these 'Trigger Events' - http://bit.ly/ZMOT-Triggers.

I hope this adds value to the conversation and helps people figure out how to harness the power of the ZMOT.

Re: New Twitter Data: Optimal Link Placement for Clicks

Craig Elias — Mon, 24 Oct 2011 08:11:04 -0000

That makes sense from a marketing perspective.

Here is an example - http://WonSalesAnalysis.com

It's kind of like a new story:
- Capture someone's attention with a headline
- Provide the link
- Provide more data for those need to see more before clicking

It's something I have seen the savviest digital marketing doing for years.

I hope others provide examples so can learn from them.

Craig Elias
Creator of Trigger Event Selling™

Re: Discover your LinkedIn Start Date and LinkedIn User ID

Craig Elias — Sat, 01 Oct 2011 01:07:57 -0000

User 3,956 | May 13, 2003

11,500+ first degree connections

Re: How to Best Harness Inbound Marketing Leads

Craig Elias — Sun, 14 Aug 2011 17:40:23 -0000

I provide a number of free resources on my web site and I have had stellar success when I combine James' and Dave's approach with three questions.

My questions are designed to learn:
1) Did they receive the resource that was requested?
2) What made them fill in the form?
3) Is there a sales opportunity?

DID THE THEY GET THE RESOURCE REQUESTED?
In today’s world of a million and one different spam filters you can never be sure that the email your systems automatically send out gets into the recipient’s inbox.

So, my first question is “Did you receive the email with the link to download the resource” - I always email the resource not redirect them to a page where they can download it.

WHAT MADE THEM FILL IN THE FORM?
I’m always curious what they saw or heard that made them willing to provide their email
address and phone number for in return for access to what is being offered.

So, my second question is “When you read or heard about the resource what resonated and made you say it was worth taking the time to complete the form to access the resource?”

This question is still a little lengthy and cumbersome so if I'd love to hear if you have a shorter or better version of this question.

IS THERE A SALES OPPORTUNITY?
My last and perhaps most important questions is to learn which buying mode the person is in so I can learn if there is a pursuable sales opportunity.

I believe the statistics of those who fill in forms are similar to those who register for webianrs.

Patrick Cahill - who writes in hid article "How to Pinpoint Real Sales Opportunities with Your Webinars": People who register for events fall into four categories: immediate opportunities
(5%) and short-term leads (20%), long-term leads (50%), and perfectly nice people who will never buy related services (25%).

So my last questions is “What happened recently that made it more relevant or more important?”

If I learn they recently experienced a 'Want' Trigger Event and are in the Window of Dissatisfaction I ask permission to ask a few more questions so I can understand what problem they are trying to solve or what outcome they are trying to accomplish and then pursue the sale.

If I learn they recently experienced an "Afford" Trigger Event are Searching For Alternatives I ask permission to ask a few more questions so I can understand who they are already talking to and how I can position myself as the least risky alternative.

If I learn they have not recently experienced a Trigger Event and are in the buying mode of Status Quo and believe they have money, authority, and influence I start fostering a relationship while raising their expectations.

I use to ask the question where did you hear about this resource but I added that to my forms so I can focus on the what I think are the three most important questions when I get them on the phone.

If you want to learn more about Trigger Events you can download the preview chapters of my book at http://TriggerBook.com

Regards,

Craig Elias
Creator of Trigger Event Selling™

Re: #1 Way To Sell More Using Social Media

Craig Elias — Tue, 06 Apr 2010 18:46:57 -0000

Jake;

I only have one question for you. Why wait?

I would test it out now so you have it perfected by the time you have 'enough' fans and followers.

One of my best resources - How to replicate your biggest sales wins - is only available when people follow me on Twitter...Twitter.com/CraigElias. Once someone follows me I have Social Oomph configured to send them a direct message with a link to the resource. It checks my Twitter followers every four hours. You can see more about this at http://www.shiftselling.com....

Good luck - Craig

Re: The Case Against Trigger Events

Craig Elias — Sun, 04 Apr 2010 15:43:42 -0000

As the creator of Trigger Event Selling™, and having spent almost 20 years harnessing them to a top sales person, I have a deep understanding of the events that trigger dissatisfaction.

When talking about Trigger Events it's critical to understand a decision maker's three buying modes, the typical activity associated with each buying mode, and the Trigger Events that shift decision makers from one buying mode to the next.

It does not matter what you sell or who you are selling to, buyers are always in one of three Buying Modes:
1) On one end of the spectrum is Status Quo. This is when a decision maker is happy with what they have and see no reason to consider an alternative solution.

2) On the other end of the spectrum is Searching for Alternatives. Here decision makers are unhappy with what they have and are actively searching for alternative solutions

3) The lesser known of the three buying modes is called the Window of Dissatisfaction. It exists between Status Quo and Searching for Alternatives. In this buying mode a decision maker knows what they have no longer meets their needs but they are so busy Searching for Alternatives for other more important problems that they have not found time to start looking for alternatives for what they are unhappy with...YET!

The first Trigger Event is one that makes someone want something different. This first event pushes them out of Status Quo and shifts them into the Window of Dissatisfaction. Our research shows the average close ratio is 75% when you get to these decision makers, before your competition.

The next Trigger Event is typically one that has people understand that they can afford to do something about the problem and they move into the buying mode of Searching for Alternatives.

Typically they don’t buy after the second Trigger Event, they need a third one – the Trigger Event that helps them justify their decision to others – Typically superiors, subordinates, or spouse.

All three Trigger Events are excellent opportunities to make a sale but the important thing is to harness the first one to start the relationship building process when you have no competition.

If you want to learn the best Trigger Events for what you sell you can download, at no-charge, the Won Sales Analysis (aka Trigger Event Analysis) template and instructions at http://WonSalesAnalysis.com

Call my cell phone (+1.403.874.2998) or Skype me (Craig.Elias) if you have ANY questions after downloading the template.

Have an eventful week!

Craig

If you want to learn more about the Window of Dissatisfaction or Trigger Events you’ll find more details at http://WindowOfDissatisfact... and http://TriggerEventSelling.com

Re: Your Strategic Friend, Mrs. Win/Loss Analysis

Craig Elias — Wed, 30 Dec 2009 08:28:41 -0000

As the creators of Trigger Event Selling™ we have developed and provide at no charge a Trigger Event Analysis Template called 'Won Sales Analysis'.

We believe the best analysis is the analysis of the sales you won not the sales you have lost.

Conducting a Won Sales Analysis tells you which Trigger Events lead up to the purchase, what made the customer choose you, and how can you make it easier to get more customers.

The template and instructions can be downloaded from http://www.wonsalesanalysis....

Feel free to contact me via phone (+1.403.874.2998), Skype (Craig.Elias) or our contact form (http://www.ShiftSelling.com... if you have ANY questions after downloading the template.

Have an eventful week!

Craig Elias
-----------------------------------
Creator of Trigger Event Selling™
Chief Catalyst, Shift Selling, Inc.
Author of the upcoming book SHiFT! The SILVER BULLET in Sales

Re: The Science of ReTweets Report

Craig Elias — Fri, 25 Sep 2009 11:01:27 -0000

You have to subscribe via RSS and update your RSS reader to full view. Once you do you'll notice the link at the bottom of your viewer.

Re: The Science of ReTweets Report

Craig Elias — Fri, 25 Sep 2009 10:59:38 -0000

I found it once I subscribed via RSS and updated my RRS view to full post.

My expectations were that I would receive an autoresponder email with the link. But it turns out that I have to wait until the day after a blog post goes up to get the email.

Will that work for a post that is already up? Won't I just get a link to the latest post?

Re: The Science of ReTweets Report

Craig Elias — Fri, 25 Sep 2009 10:52:22 -0000

Still can't see the report and have not see it via email.

Suggestions?

Re: A Silver Bullet?

Craig Elias — Mon, 27 Jul 2009 05:36:36 -0000

For almost 25 years I believed that THE silver bullet in sales is timing - Getting to the right person at EXACLTY the right time - and it is 'Trigger Events' that create timing.

This was recently validated by McKinsey's research of 20,000 people, in the three geographical regions, and five major industries, on the customer decision journey identified that 'Trigger Events' are the first step in a making a purchase decision.

Readers will find McKinsey's 5 minute overview video at http://www.mckinseyquarterly.com/The_consumer_decision_journey_2373?pagenum=1#interactive.

For those who want to identify the best 'Trigger Events' for what they sell, my template and instructions can be found at http://www.shiftselling.com/worksheets/won-sales-analysis/.

Good Luck!

Craig Elias - Creator of Trigger Event Selling