Comments on: Inside Sales Analytics, Tracking Daily Activity http://grantgrigorian.com/2009/09/17/inside-sales-analytics-tracking-daily-activity/ some say that writing is thinking. then these are my thoughts. Thu, 29 Jul 2010 07:34:15 +0000 hourly 1 By: Grant Grigorian http://grantgrigorian.com/2009/09/17/inside-sales-analytics-tracking-daily-activity/comment-page-1/#comment-531 Grant Grigorian Thu, 17 Sep 2009 15:11:37 +0000 http://grantgrigorian.com/?p=728#comment-531 Matt, that's a good point. The activity shown in this post is in addition to all of the direct outreach done once/quarter/lead in the CRM. I didn't count the emails sent out by the campaign management system because that's whole different ROI calculation (effectiveness of unsolicited email campaigns), and because it's something that's going on in the background, and doesn't directly dictate how I should be spending my time. Matt, that’s a good point. The activity shown in this post is in addition to all of the direct outreach done once/quarter/lead in the CRM. I didn’t count the emails sent out by the campaign management system because that’s whole different ROI calculation (effectiveness of unsolicited email campaigns), and because it’s something that’s going on in the background, and doesn’t directly dictate how I should be spending my time.

]]> By: Matt Bernier http://grantgrigorian.com/2009/09/17/inside-sales-analytics-tracking-daily-activity/comment-page-1/#comment-530 Matt Bernier Thu, 17 Sep 2009 15:03:18 +0000 http://grantgrigorian.com/?p=728#comment-530 I am wondering if you keep track of the people who you don't ever hear back from and loop back around 3-6 months later. The reason I ask is that there is something to be said for the subliminal activity that goes on when someone recognizes a name. By leaving a message and an email, even though they don't call back, you are leaving a small crumb of who you are and who your company is in their heads. Then, when you loop back they think that someone told them about you or they recognize you and don't know why, this can go along way for making the sale where there was not one before. I once saw a study (which I cannot find of course) that said that American males have to be exposed to the same product 5-10 times before they go from ignoring the ad to paying attention to genuine interest and the possibility of buying it. In some cases, this mass exposure is enough to convince them (us) to make an impulse buy on products off the shelf. It is a little different for software and services, but the concept holds. If you can expose people to a product in a friendly, unassuming way and feed them facts/statistics about the product at some point they start to own that data and will want to buy. I don't know about you, but I do this constantly whether I mean to or not. Taco Bell will get me EVERY TIME with their incessent advertising campaigns, all of a sudden i am craving a . I am wondering if you keep track of the people who you don’t ever hear back from and loop back around 3-6 months later. The reason I ask is that there is something to be said for the subliminal activity that goes on when someone recognizes a name. By leaving a message and an email, even though they don’t call back, you are leaving a small crumb of who you are and who your company is in their heads. Then, when you loop back they think that someone told them about you or they recognize you and don’t know why, this can go along way for making the sale where there was not one before.

I once saw a study (which I cannot find of course) that said that American males have to be exposed to the same product 5-10 times before they go from ignoring the ad to paying attention to genuine interest and the possibility of buying it. In some cases, this mass exposure is enough to convince them (us) to make an impulse buy on products off the shelf. It is a little different for software and services, but the concept holds. If you can expose people to a product in a friendly, unassuming way and feed them facts/statistics about the product at some point they start to own that data and will want to buy. I don’t know about you, but I do this constantly whether I mean to or not. Taco Bell will get me EVERY TIME with their incessent advertising campaigns, all of a sudden i am craving a .

]]>