Mike Damphousse, CEO and CMO of Green-Leads approached me with a great question the other day. Leadlander, a Sales 2.0 company, tracks when people visit your site and lets you know when it's happening.
Here's what Mike asked ... Within a day or two of sending an initial email to someone, leaving a phonemail or posting a blog article or tweet, I see they (or someone from their company) have visited our site.
How aggressively do I go after them?
Do I pounce immediately? Do I pause and call shortly thereafter? Do I just nurture them? Do I wait a couple days then call?
Great question! Mike sought the opinions of a number of lead generation experts. Check out the article on his site that includes commentary from:
• Anneke Seley, author Sales 2.0
• Craig Rosenberg, Funnelholic
• Jeff Ogden, Fearless Competitor
• Me, Selling to Big Companies
• Mac McIntosh, Sales Leads Insights
• Miles Austin, Fill the Funnel
• Trish Bertuzzi, Inside Sales Experts Blog
• Nigel Edelshain, Sales 2.0
• Mike Damphousse, Green-Leads
What would you do? Pounce, pause, nurture or wait?
You should check out Brian Parsley's take on how to create connections in today's economy. It really is about making relationships that last the long haul.
http://www.brianparsley.com/?p=35
Posted by: mcalver | 07/02/2009 at 10:29 AM