This week, the pair run through Key Person Changes sales triggers.

Changes in senior positions within a company can be an indicator of upcoming shifts in strategies and products and could provide an insight on future growth areas or the need for new tools and solutions for the team/ company. They are also a great place to start if you are looking for a decision maker to reach out to for new sales opportunities.

Change Company – if you have an existing contact who makes the move to a different company this is the perfect opportunity to reach out and explain how you can help them make an impact in their new role.

Promotion – news of a promotion can give you the name of a new decision-maker to approach or, if the person promoted is already a satisfied customer, they may be able to extend the use of your product within the organisation.

Step Down – perhaps not an obvious sales trigger, but somebody stepping down from a senior role will usually mean a new hire to replace them. The incoming executive will likely be open to new ideas that will help them to prove their value.

Retirement – the retirement of any member of the senior management team will make an impact – whether the retiree will be replaced, and by whom, provides valuable insight into what’s going on behind the scenes and potential strategy changes.

Board Appointment – A new Board member may could signal a new direction for the company. The Board member’s expertise or business interests can indicate where the business’ focus could lie, and therefore where funds could be allocated.

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