CRM, lead flow and sales techniques · Inbound selling: identify
Watch for the events that make a buyer need you this month.
A trigger event watchlist is a short list of happenings, such as a new tender, a fresh company registration or a plant expansion, that tell you a buyer is about to need what you sell. A connection map pairs it with the people who can introduce you. Both end in a weekly hit log.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A trigger event watchlist is a short list of happenings, such as a new tender, a fresh company registration or a plant expansion, that tell you a buyer is about to need what you sell. A connection map pairs it with the people who can introduce you. Both end in a weekly hit log.
A fire-safety equipment dealer in Nagpur used to ring every factory in the MIDC list in turn. The orders came from the ones that had just had an insurance inspection, a new shed built or a licence renewal due, and nobody had written those down. The fix was a sheet with five triggers, a place to look for each, and a name against it.
Start from your wins. For each of the last ten customers, write what happened in their business in the month before they called you. Those events become the watchlist. Pick five to eight that fit your buyers: a tender notice, a new company appearing in the registrar's filings, a branch opening, a hiring post for a role you serve, a trade-association announcement, a competitor failing a customer.
The connection half is a second grid. For each target company, list the people you already share something with: a customer who knows their purchase head, a member of the same trade association, a former colleague, a classmate on LinkedIn. A trigger plus a mutual contact is the strongest opening you will get.
The sales head owns the list and gives each trigger one named person. It replaces ringing a cold list in alphabetical order. The mutual connection sourcing page in the sales process section covers the introduction ask itself; this page decides whom to watch.
Where this sits
Topic 3 of 13 in crm, lead flow and sales techniques: inbound selling: identify. Finding who to talk to.
- The topic before
- Personas and positioning
- The topic after
- Inbound selling: connect
If you want this done for you
Your team can sell once they are talking to the person who decides.
The work
What this is actually like.
“A trigger with no owner is not watched”
Everyone assumes someone else reads the tender portal on Monday. Give each trigger to one person and one weekday. If a trigger stays unread for two weeks, either assign it again or drop it from the list.
“Open with the event, not with your product”
"I saw your new cold-storage unit has been registered" starts a conversation. "We supply refrigeration spares" starts a delete. The first sentence should show you noticed something specific, and the second should ask what changed for them.
“Some triggers bring leads you should leave alone”
A distressed company or a one-off tender with a price-only award is a trigger that produces no profitable order. After four weeks, count hits, leads and meetings for each trigger and remove the ones that only create work.
“Warm introductions borrow your customer's reputation”
Never pass on a mutual contact's name without asking permission, and tell them what you will say. A customer who is embarrassed by an introduction stops answering your calls. Offer to write the introduction yourself so the ask costs them one forward.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The buying-moment list
Your last ten customers in rows, with the event that happened first, how you learnt of it, and the gap in days to the first call. The owner fills it from memory and the CRM.
Result: Finished when each row names an event, not just a reason like interest.
The watchlist
Columns: trigger, place to watch, the named owner, the weekday to check, the opening line, hits, meetings, and keep or drop. Five to eight rows.
Result: Finished when every row has an owner and the first week's check has happened.
The hit log
One row per hit: date, company, trigger, whether it fits your buyer, who made contact and what came next. The owner of each trigger fills it every week.
Result: Finished when a hit logged on Monday has had a message or call by Wednesday.
The connection tracker
Target company, mutual contact, how they know each other, the line you will use, permission asked, introduction made, meeting booked. The rep fills it.
Result: Finished when no introduction has gone out without a recorded yes from the contact.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Where do I watch for triggers in India?
What if a trigger gives only a name and no contact?
Do I need paid tools?
How many triggers is too many?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of inbound selling: identify
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.