Sales 2.0 Prospecting

Last week I sent out my Inside Sales 2.0 Trend Talk eblast to my very targeted list of prospects. It was mainly to promote the upcoming Webinar titled Sales 2.0 Report from the Front Lines. The fun started a few minutes after it was sent out because I got to track who was checking me out and where they were going on my site. I noticed a few names were rising to the top as they had the most unique clicks and views. (That’s marketing talk for a good prospect).

I drafted my follow-up email and wrote Thanks for paying attention as my subject line.  They responded and we scheduled a meeting the following week to discuss our offerings and their potential needs.

The scenario I’ve just explained describes what takes place when you are selling in a Sales 2.0 environment. I’ll break it down for you:

1. It all started by the target list of email contacts I created. Thanks to Spoke,  I learned a few new email addresses and patterns to people in a large Fortune 100 company I was targeting.

2. I usually switch from Campaign Monitor to Genius in tracking their viewing habits. It helps me understand where they are going and what they are interested in.

3. Now, my follow-up efforts were prioritized based on contacting a captive audience who had reviewed my eblast.

4.  I drafted a short email follow-up thanking them for their interest and used an inviting subject line. I also requested a quick 6- minute phone meeting to demonstrate it wouldn’t be a waste of their time.

5. Once I confirmed the appointment, I went back to Spoke and built out the target company org chart, learned the chain of command and leverage more names so I don’t get stuck with the No-Po’s.

6. The day arrived for our phone appointment and it resulted in a RFP.

These days everyone is taking more responsibility for their marketing and sales efforts. They are not pointing a finger at someone else and waiting for it to happen. As a salesperson, what is your marketing contritution?