Posts Tagged ‘sales influencer’

Possibly Your Email Automation Messages Are Killing Sales?

Most of us have experienced those email automation messages.  We download something and then we get an automated message for some follow-up or worse yet a direct sales pitch. Yuck.

Email Automation Reality

These  automation messages probably kill more sales than people realize.  Today I download some sales enablement research for an article I was writing.  I received the following message:

Leanne, I noticed you have downloaded the CSO Insights Sales Management Enablement study. What triggered your interest in this paper? Would you like to arrange a call to see if there is a fit for me helping you with your objective?

Now this was not someone from CSO Insights, but another firm that had access to this particular study. Did you notice the not so subtle sales pitch?

I did respond with the following:

Thank you, I write a column for the Chicago Tribune as well as other publications. I am quite fine with my objectives, thank you.

The return personal response was “Okay.”  Do you think this salesperson gave up too easily?

Now here was the perfect opportunity to do some further research before responding.  This individual could have checked out my LinkedIn profile or undertake a Google search.  He might have realized I am a possible sales influencer.  Instead he let this sales opportunity pass because he saw my response as a sales obstacle.

Email automation messages serve a purpose. They are the first step to discovering unqualified sales leads, qualified sales leads or centers of influence.  The next step is to make a second outreach to confirm the initial discovery.  This second step is the one many people fail to undertake.

What happens is salespeople are busy and in some instances truly crazy busy. All this being busy becomes an excuse not to do any additional research.  Possibly this is why most salespeople only make two contacts and then go onto the next sales lead?

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