Myths about online sales intelligence uncovered - Part 2

Following on from last week's attempts to demystify common beliefs about online sales intelligence, part 2 looks at further concerns and misconceptions:

"I don't have time to insert another process into my daily routine"

The idea of integrating online sales intelligence into your routine is to reduce the time it takes to scour the Internet for relevant content each day, not increase. If you're a sales professional on the road, or one who spends a lot of time on the phone, getting a timely morning email or a quick summary from a personalised dashboard can be hugely time saving, rather than having to head out onto the World wide web to find out what a customer's doing. It means more knowledge in a considerably reduced period of time, meaning you can abandon your searching days and concentrate on the sale.

Out in the cold calling

There's a reason why everybody hates cold calling. Because it's more awkward than yelling out an expletive at a family wedding. You don't 'cold call' outside of business hours. For example, you wouldn't call up a restaurant to NOT book a table. 'Hi, just phoning to see how things were with you?' probably wouldn't go down to well with the waiter who picked up the phone...

Reaching out at the right time the biggest factor in accelerating sales?

Finally got round to watching the last installment of the Trigger event webinar series by Craig Elias and Tibor Shanto today. For those of you yet to watch them I really recommend a viewing as the series breaks down the use of sales triggers and supports the value of striking at just the right time (see here).