What are the “triggers” that prompt a company to start looking for new ERP or CRM software? It could be a merger or acquisition. It could be a new product, new management, or a new challenge. It might even be a recession.
Regardless of the reason, change is good for you in terms of prospecting. Whenever a company is going through a major change of some sort, it can trigger a change in their processes, and consequently, a change in their ERP or CRM solution. But how do you know when that type of change takes place?
One easy and free way is to sign up for a Google account, then subscribe to Google Alerts.
When you enter the criteria you desire (geography, industry, type of news feed, etc.), Google will automatically notify you when relevant activity takes place. That will be your cue to contact the prospect to congratulate them on their acquisition/CEO/new product release and ask a few qualifying questions.
The advanced news search gives you more options, and uses a variety of search strings to help find more good news items. You can search just news, or include blogs and Web sites in the search.
It’s quick, it’s easy, and it’s free. It’s a great way to identify prospects that have a good reason to talk with you about their ERP and CRM processes, and you will certainly uncover some latent pain that you can solve with your solution.
Loading ...