Blog

B2B sales: How To Hear An Opportunity Before It Knocks

By Octopus Group on 1st May 2015

If you sell to businesses, then you’ll know that golden opportunities are hard to find. It’s more a case of making many consultative calls, rather than the phone ringing off the hook.  

When they do present themselves, you’ve got to make sure you know about them, and call, before any of your competitors do – below are some industry changes to look out for and ways to know about them early.

Compelling events that create sales opportunities

Be aware of the changes in your industry that could give your potential buyers a reason to act. They might be applicable to the whole sector or just one particular organisation. Examples include:

  • A change in executive leadership
  • Company mergers and acquisitions
  • Legislative changes that affect the way companies operate
  • A new product to promote

Staying on top of buyer changes

It can be difficult to keep up with all the changes in the industry you’re selling to, especially if it’s broad or dependent on technological developments. Here are some ways to stay up-to-date:

  • Subscribe to industry newsletters and blogs. You don’t have to read all of them, but scanning the headlines each day is a good way of finding out what’s changed and what’s about to. Plus, many of them also carry news about staff appointments and company mergers.
  • Follow your sector’s influencers and publishers on Twitter. Industry news can get lost in the clutter of your inbox, so reading them on a separate platform can work better for some people. Buzzsumo is a search tool that helps you find popular content across social media, as well as the most influential users on a given topic.
  • Save people searches on LinkedIn and receive notifications. Not every new job appointment will be covered by industry-wide news sources, so this is an excellent way to compensate for that. LinkedIn’s advanced search lets you filter by job title, location and industry. You can then save that search and set an email to be notified updated when somebody new meets that criteria. By doing this, you’ll receive an email every week with, what are effectively, new prospects.

The B2B sales-ready signs can often be subtle, but these events and actions will amplify the sound when opportunity does knock.

Download our Strategic Customer Acquisition guide for more insight into streamlining your sales processes

Liked this?

You might also like

23 Jun 2021
Behind B2B

Behind B2B #07: Scott Brinker

23 Jun 2021
For the seventh instalment of Behind B2B, our series exploring the brightest minds in the industry, we meet Scott
Read more
10 Jun 2021
Behind B2B

Behind B2B #06: Annette King

10 Jun 2021
For the sixth instalment of Behind B2B, our series exploring the brightest minds in the industry, we meet Annette
Read more
26 Apr 2021
Blog

Behind B2B #05: Karrie Sanderson

26 Apr 2021
For the fifth instalment of Behind B2B, our series exploring the brightest minds in the industry, we meet Karrie
Read more
29 Mar 2021
Blog

Behind B2B / 04. Joel Harrison

29 Mar 2021
For the fourth instalment of Behind B2B, our series exploring the brightest minds in the industry, we meet Joel
Read more
15 Jul 2021
Blog

Marketing automation could be your most important hire of 2021

15 Jul 2021
Let’s imagine there was a job spec for our dear friend marketing automation. It’d probably look something like this.
Read more
25 May 2021
Blog

Campaign’s Best Places to Work, 2021

25 May 2021
We’ve been ranked 7th overall in the 2021 Campaign’s Best Places to Work
Read more
1 / 6