Sales Automation will Soon Hit the Wall

Dear Friends,

If you Google “Fallacy,” one of the first results you will get is Fallacy of Composition.  It’s one of the best known fallacies, yet it would seem that anyone who (ab)uses marketing automation and cold calling tools has never heard of it.
Here’s an example:
  • If you stand up at a Football game, you will get a better view of the game.  If everyone stands up, no one will.
Translated into the Cold Caller’s lingo:
  • If you send me more emails, my open rate of your emails will increase.  If everyone did that, my open rate of everyone’s emails, yours included, would go down.
Hence, automation is contributing to the decline in effectiveness of many digital marketing tactics.
You see the problem now?  We are in this situation where everyone’s doin’ it but everybody knows it’s not really working.  But you have no choice till something better shows up.
Until that day when your “sales stack” can automatically sell to a client’s “buying stack”, the better mousetrap people have been waiting for is Reachable — but registered users of Reachable already know that…
Reachable automates the process of selling by referral — from colleagues, people you know and, ultimately, anyone willing to assist you (for a price or freely).  Reachable helps you set up a Team, create a list of Accounts and Prospects, identify who best to ask, and request an intro to or intel about an account.  Imagine running your key target accounts through our engine.
Use your Team (or create one now) by logging in to www.Reachable.com.  
Need the grand tour?  Ask for one here.

Cold Calling is Useless!

Dear Friends and Colleagues,
Prospects ask me “what can you do with a Collective Rolodex?”
I usually answer with one of these questions:
  • Have you ever sent an email around the office asking “who knows someone at XYZ, Inc., we are trying to win a big deal over there!”  
  • Are you one of those companies that has an intern or executive assistant with access to everyone’s LinkedIn passwords and charged with downloading them all into a big spreadsheet?
Now these are all examples of companies reacting to the lack of a Collective Rolodex.  Instinctively, everyone knows that if your work group or company had a way to leverage everyone’s contacts, it would lead to better outcomes.
Why?
In a highly competitive world, every service provider gets easily commoditized.
 
Are you really that different from your competitor? How will you get the sale or assignment or project?  
 
Relationships give you an edge with the information you need to win, and a foundation of trust to differentiate yourself.
This past week I was speaking to a CEO who manages a successful software services business that he grew to $20M in the last 3 years.  His secret? Nearly 100% of new business generation came from referrals from a network of “super connectors” linked into a Collective Rolodex with his sales team.  The sales team develops the target list, then runs it through the Collective Rolodex to discover how the Super Connectors could help with a referral.  To that CEO, building a strong network of Super Connectors is a key growth initiative.
With Reachable Teams, you can do it too.
Any Reachable user can create a Team with their Basic, Pro or Premium accounts, automatically becoming the Administrator for that Team.  As the Admin, you can invite anyone to your Team.  People from your organization or outside it — you decide.  So, if you want to invite people you know that would be happy to make introductions for a commission, or even just give you some insights about a target account as a courtesy, you can invite them to your Team with a simple click.
In a connected world, your company is as strong as its network.  
Reachable Teams give you an affordable way to build a Collective Rolodex to leverage that enterprise network.
Use your Team now by logging in to www.Reachable.com.