IT Sales: Trigger Solution Selling

When there’s an executive change in the IT department of a major company, this move signals not one but possibly FOUR buying opportunities. This includes the potential for new IT projects at the company where the new exec landed; at the company where his predecessor is getting settled in; at the company he came from; and the company his replacement came from. Having reliable intelligence about all these trigger events as they happen puts you in a prime position to step in with a right time, right place proposal that meets their various IT sales needs.

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Henry Schuck is the CEO of DiscoverOrg, a 7-time Fortune 5000 company, which he co-founded at the age of 23. He more