Prospecting Web 3.0 - Cold Calling Is Dead! | Sales Prospecting Web 3.0 - Cold Calling Is Dead!

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Prospecting Web 3.0 - Cold Calling Is Dead!

BY David KalstromSun Oct 25, 2009 at 2:07 PM

This blog is written by a member of our blogging community and expresses that member's views alone.

For organizations that have remained profitable in the past using a conventional model of cold calling down lists of sales leads and relying on a historical number of contacts and presentations to achieve their revenue goals, they are finding that this conventional system of selling is no longer enough. Those organizations that haven't re-aligned their Sales Process with today's Buying Process are likely putting resources into the wrong place and operating very inefficiently, and by now many are seeing the results of those inefficiencies in the form of declining market share.

Aligning Buying & Selling Processes

The Prospecting Web 3.0 - Cold Calling Is Dead - Selling System that we have developed is designed to Re-Align the Conventional Sales Process with the New Buying Process that is in place in most companies today.

Today's Web 3.0 Sales Process

Successfully aligning an organization's Sales Process with their target prospects Buying Process lies in the organization's Ability and Willingness to achieve the following Sales Objectives, in the same manner their Prospects are Achieving their Buying Objectives, through the Internet:

Identify Target Prospects & Key Decision Making Contacts
Identify When Prospects Have a Need For Their Solution
Identify Where Prospects Are Searching For The Solution
Present Solutions When & Where Prospects Are Looking

That's Really It! That's what social networking and social media, the two driving forces that are changing the way buying is being done today, is all about.

Your target prospects and customers are going on line to view discussions about the key challenges they are facing and to obtain the information they need to make buying decisions about the majority of products and services they purchase.

Companies that are continuing to grow today by gaining competitive market share are those that have figured out where their target prospects and customers are looking for information regarding the challenges they are facing and the solutions to those challenges and they are posting the information their prospects and customers are looking for, when and where they are looking for it.

It is those companies that are earning the market share that their competitors are losing.

What is Prospecting Web 3.0

Sales Web 3.0 uses proven Internet applications such as SalesView, Nesox, Blog Bridge and BrightTALK and tools such as News Releases, RSS Feeds, Blogs, Business Networking, Social Media, Embedded Links, Tracking Software & Webcasts, in place of conventional cold calling methodology to Increase Revenue while Reducing Sales Costs.

#1 - Sales View

For us, the foundation of Profitable Sales Growth lies in an Application from Inside View called SalesView. It is a little known application that we believe is one of the biggest breakthroughs in sales in the past 20 years.

Sales View provides not only the best Sales Lead Data on the market,
it provides business intelligence that earns you the right to speak with target decision makers and allows you to engage in immediate and meaningful discussions with them about key sales opportunities.

Search: Company

Name
Annual Revenue
# of Employees
Location
Type
Industry
SIC / NAICS
Website

Company Information

Location
Phone
Revenue
Employees
Ownership
Industry
Website
Competitors
Open Jobs
Financial Statements
Latest News Releases
Twitter / Blog Posts

Sales Intelligence - RSS Feeds

Leadership Changes
New Offerings
Acquisitions
Partnerships
Expanding Operations
Cost Cutting
Outperforming
Under Performing
Company Presentation
Research & Development
Funding Development
Real Estate Deals
Real Estate Construction
Corporate Challenges

Contact Information

Name / Title / Location
Reporting Structure
Email / Phone / Fax
Google Profile
Jigsaw News
LinkedIn Profile

#2 - Blog Bridge

The second component in our Web 3.0 Cold Calling
Is Dead System is an RSS System called Blog Bridge.

Where SalesView captures News Feeds about your Target Prospects and Customers, Blog Bridge is programmed to capture sales intelligence about general growth opportunities as well as allowing you to monitor top competitors and key industry and market trends.

Target Sales Opportunities

Companies Building & Expanding Facilities
Companies Creating New Jobs
Mergers and Acquisitions
Key Competitive Wins & Loses
New OEM Product & Service Introductions
New Industry & Market Niches

#3 - Group Mail & Group Metrics

Most companies today have some service such as Constant Contact that is used to send out mass e-marketing campaigns. The greatest value that most companies get out of services such as Constant Contact is that it tracks the recipients that view and click through each document. This allows for sales people to follow up on those recipients that have indicated interest.

Also, there are a couple of little known applications called Group Mail & GroupMetrics, that provides all the functionality that Constant Contact provides except it sits right on the desktop and allows you to receive view and click through data in real time and it has much greater Flexibility as well as more robust Tracking Capability & Functionality.

Group Mail

Personalized Messages to Each Recipient
Unlimited # of Groups/Lists
Unlimited # of Recipients / Group
Recipient Details are Private and Secure
Run and Maintain CAN-SPAM Compliant Newsletters
Automated Subscription, Removal and Filtering
Handle Bounces Automatically and Verify Recipients
Send Messages Directly to Recipients from your Desktop
Send Through a Dedicated E-mail Server w/Multiple Connections
Works with MSN and Practically all Corporate Email Systems
Send Personalized Wireless Mobile SMS Text Messages
Prepare and Schedule Messages for Future Delivery

GroupMetrics

Email Open and Click-Thru Tracking
See who Opened your Emails & Clicked on your Links
Identify your Best Prospects and Customers
Track the interests of Your Prospects & Customers
Data is Automatically Aggregated Into Reports
PDF Reports can be Easily Saved, Printed or Emailed
3rd Party Reports allows them to View Just Their Reports
Track Hits to Website Solely from your Email Marketing Campaigns
Export Groups of Unique Recipients for Future targeted Campaigns

#4 Webcasts

Webcasts today are on the cutting edge of prospecting and sales technology. If they are used correctly and if all the tools that are available to promote the webcasts are utilized to maximize viewership, webcasts can be the most profitable sales tool in your arsenal.

Here's a few stats on the BrightTALK platform where we own our channel and where we run and market webcasts for our clients:

Over 60,000 C-Levels Decision Makers View Each Month
The Average # of Viewers For A Webcast Is Over 100
A Webcast Can Reside On An Unlimited # of Websites
Webcasts Gain 6x The Viewers Archived As It Does Live
Webcasts Have 50 Built In Social Networking Components
Webcast Platform Automatically Generates Banner Ads
A Webcast Can Be Listed In 50 LinkedIn Groups / Day
System Automatically Generates & Sends Webcast Updates
Webcasts Track All Viewers & Provide Full Contact Data

#5 Business Networking - LinkedIn

Don't underestimate the value of LinkedIn. LinkedIn offers unlimited opportunities for you to:

1. Identify Target Prospect Accounts
2. Identify Key Decision Makers
3. Obtain Key Personal & Business Data On Key DMs
4. Engage in Industry Related On-Line Discussions
5. Identify Key Industry, Market & Prospect Challenges
6. Discuss Solutions On Line With Target Prospects
7. Post Discussions In Target Industry Groups
8. Post & Hold On-Line Education Events
9. Communicate Through LinkedIn In Mail
10. Find Connections For Referrals

If you don't' have a profile in LinkedIn, get one set up today, and identify and join pertinent groups, and post white papers, and engage in discussions and search out and connect with key decision makers at your target prospect and customer accounts.

#6 Social Networking Tools

Amongst all the hype of the Social Media / Social Networking hype there are a few golden nuggets that are worth taking advantage of from a sales perspective. Integrated together, these components can help establish you as a thought leader in your field, help reinforce the credibility and trust of prospective prospects and help create a steady stream of qualified sales leads:

Blogspot Blog