Smooth Timing Thanks to Genius

Ever wish you could know exactly what your prospects do when they receive your emails, eblasts or newsletters? Sure, we track click-through rates and page views, and measure response or no response. But the field of web analytics is getting more sophisticaed and I’m excited about a great tool that Genius has created. It’s called SalesGeniusâ„¢, which is a tool that helps you understand and track the emails you send out.

I’ve been using software for my eblasts that basically tracks the number of times it’s been viewed or forwarded. So when I review my stats, I’m usually interested in contacting someone who has viewed my eblast over 5 times. But I don’t really know when they looked at it, what exactly they looked at, and to whom they forwarded it.

SalesGenius takes it a step further as it tracks or maps the specific web visits and alerts you with a clever-sounding chime when someone is visiting your site. Okay, so check this out: you send out a small blast (small because you want to be “on call” once it’s received) and minutes later, chimes go off to let you know your prospects are checking out your site. You immediately contact them and introduce yourself, and your prospect responds with great surprise at how incredible your timing is. What a perfect first impression–so smooth and yet so calculated.

Sales is all about timing and when we are dealing with distracted and busy decision-makers, maximizing the moment is all we ever have. This tool helps you stay on top of that and, as a result, your leads are stronger because the response is good.

Inside sales people must wear their marketing hats every day and not rely on the department around the corner to do that. The days of separating sales and marketing are over as both are essential when it comes to prospecting and positioning yourself.

If your SFA tool is Salesforce.com, Genius is a perfect complement. Check them out.