Sales Prospecting Gets Smart in Outlook/Gmail

Sales Prospecting Gets Smart - Sales Crystal Ball Shows and Tracks Prospect Activity

Sales Prospecting Gets Smart Crystal Ball Approach Shows and Tracks Prospect ActivityJust imagine … that you had a sales prospecting crystal ball. (No, not the ‘dreaming one’ that shows you how you are going to be rich and famous through amazing sales feats!) But a crystal ball that works like a two way mirror, so that you see what your sales prospects are doing right now and just how interested they are in your company and services.

Sounds great doesn’t it?

Well technology just delivered a sales prospecting crystal ball. Now you can stop ‘wondering’ if prospects are interested and know that they are ‘real’ and not time wasters by showing you exactly how they responding to your email proposals.

With the market pressure on most companies (even without a triple dip recession!) sales leads and prospects are still high on the agenda. Reacting to hot prospects, ignoring time wasters and staying ahead of the competition is crucial. Well actually it’s essential as illustrated when Forbes ran a survey of 10,000 companies and found that:

Companies don’t respond fast enough to sales leads

And the main reason sales people (and these days, no matter what your role, we’re all sales people) don’t follow up fast enough is because we don’t really know, for each prospect, when is the right time. When is it too fast to follow up and upset your prospect? When is too slow and you have to start all over again?  And when is it too late to continue your sales prospecting because have you missed the boat? Or worse your competition followed up at the ‘right time’ and closed the deal!

It’s a problem that I’ve seen time and again while working with companies of all sizes from a one person sales company to sales teams of 50+. Forbes results are 100% right, in sales prospecting, timing is everything in closing the cheap car insurance toronto ‘deal’.

So when I ran across a company called ContactMonkey that provides an app for Outlook and Gmail that gave me my own ‘sales crystal ball’ and told me…

  • when a prospect opened an email
  • where they were when they opened it
  • what device they opened it on
  • and how many times they opened it

 I got very excited!

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Suddenly I could see immediately when a prospect opened the proposal they’d asked for. If I send the email at lunchtime and they open it straightaway on their mobile, then again a short while later on their desktop, I know they are interested. I can follow-up in the knowledge that the sales prospect is real and they are actively reviewing. What better time to make contact?

Some of the great things that got me excited!:

  • I can focus on active prospects to maximise ‘the sales moment’. If I have 10 prospects then why waste time with the 7 that haven’t opened the email? Much better to focus on the 3 ‘real’ leads that are reviewing my proposal.
  • I can quickly prioritise ‘hot prospects’ by filtering the display to only show prospects that have opened the email several times
  • Knowing when an email is opened means I know when to call to make contact. No leaving voicemails when they are out. I see when they open the email with display bubble. I know how long it will take for them to get a feel for the contents of my proposal and then I can strike while the proverbial iron is hot.
  • ContactMonkey is integrated directly in my email so I can handle everything from one place.
  • Clicking a ContactMonkey alert takes me straight to the email so I know which email they have read, and can call with all the information right in front of me.
  • All email opens are integrated with my CRM so I have historical and sales tracking
  • It’s really a no-brainer when it means I am ramping up the effectiveness of my sales prospecting cycle.
See ContactMonkey in Outlook
See ContactMonkey in Gmail

As Forbes highlighted in their survey report:

The Internet is shortening our attention spans, but sales teams still have absolutely no idea how fast they need to respond to inquiries to be effective and they don’t have the technology to help them do it.

With ContactMonkey I have the technology and the information to know how fast and when to respond. That just leaves the rest to me and gives me a major advantage over my competitors in sales prospecting.

How marvellous that technology can deliver my very own sales crystal ball to my email. Dreams do come true after all!