How to systematize and scale social proximity selling

Many forward-thinking sales professionals have built their own social selling platforms and strategies, but more and more start-ups are attempting to systematize and scale the execution and impact of relationship-based selling. Reachable is doing some particularly interesting things in this regard. (more…)

4 Ways to Increase Your Sales Productivity by 243%

If you’re like most small business owners, selling is the least favorite part of what you do. What if you knew there was an easy way to make it way more likely that when you call a client or prospect to make a sale, you’d get a call back? According to a study by Reachable, (more…)

Social Proximity: A Smarter Sales Organization Strategy

Every good sales professional knows that leveraging personal contacts is a fantastic way to generate leads and close deals. A recent study by Reachable places numeric values on this common knowledge: The Value of Connections infographic illustrates the findings of the study, which took a look at a random sample of 300 business professionals involved in the purchase process at their companies. (more…)

The Value of Personal Connections in Sales

PALO ALTO, CA – June 5, 2012 Today, we are releasing the results of research we recently conducted to understand the value of personal connections in the sales process; in particular, when it comes to the returning of sales phone calls.  The detailed results can be seen in the infographic below (more…)

Reachable Creates Customized Database for Your Small Business

Rather than searching an existing database for people you already know, wouldn’t it be nice to be able to import your existing contacts from various social media sites into a comprehensive database of new contacts? Reachable, from the founder of Jaspersoft, pulls your contacts from Facebook and LinkedIn, (more…)

Reachable opens doors for sales opportunities

logo-examinerIf you are one of the many misinformed business people who think good sales professionals should be able to close a deal on the first meeting, it’s time for a reality check. There are several dozen books on doing just that, however, surveys show that only 2% of sales deals happen that quickly. (more…)

The Power of Connections

We’ve all been there – the frustration of trying to reach a prospect with a cold call. If you have no connection to that person, it is twice as likely that your call will not be returned. If we do have a connection, there is an 11x more likely chance that you will hear back. The key is to leverage your network of connections – from your business, your school, and associations with your prospect’s connections. (more…)

Is Social Proximity More Important Than Geographic Proximity in Sales?

logo-technoratiAre sales territories based on geographic lines still the best way to go about dividing B2B sales leads? What if, instead of the sales representative who happens to be closest, companies evaluated the prospects social graph to find out if any representatives have a professional connection to them instead? (more…)

Business is All About Relationships

Editor’s Note: The article below by Reachable’s CEO, Al Campa, was just posted on Startup Beat.

I’ve been in the technology business for more than 20 years, including a stint as an executive at Taleo, a leader in the talent management sector. The talent management industry is centered on people. But if you think about it, so is every other type of business. (more…)

Social Proximty

With all the changes in business, one thing remains the same: business is about people. Despite globalization, technology revolutions, social networks, and razor-thin competitive margins, business is still about people working with people. People who can’t connect effectively with others rarely do well in business. (more…)