In my last post I wrote about how “intent” data could help you find the buyer or you could set up Marketing Joint Ventures with people who either sell before or after your product or service is needed.
Inspite of this however you need to figure out “when” they will buy, what will be the trigger to buy so that you can meet the buyer at that moment in case you have not been able to identify them in advance.
One of the key triggers in a B2B buying process is when there’s a change at the Executive level. Depending on what you’re selling, the Executive level could vary, sometimes a V.P level, sometimes a CXO level.
Whenever someone new comes in they always have an agenda to achieve in the next 1 year. If what you have to offer is part of the 1 year priorities then you can essentially get a reason to be in touch.
Keeping a track of new joiners at the executive level can help you identify the “where” to meet your targets.
Till next time then.