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Here's how you treat your sales prospects right

Ashwin Ramasamy
Ashwin Ramasamy
Mar 22, 2016
Min Read

People buy from people they know and like.

In the age of data and predictive modeling, you’d be doing less ‘knock on the door’ sales and more ‘contextual’ selling. You could be precise; your message might resonate. Data & Signals are beautiful. But, your prospect is more than a collection of signals and intent. She wouldn’t appreciate that you magically drop down from the ether when she is researching about your product.

Your sales prospect is more than a collection of signals and intent. She wouldn’t appreciate that you magically drop down from the ether when she is researching about your product.

But why?

You’ve invested in the state-of-the-art marketing automation system. You have the most sophisticated email cadence system that does not let a lead go cold. You’re always on top. You track every move.

You’re obviously more confident than ever when approaching a prospect.

The truth is, your confidence in the data you have about your prospects does not translate to a shared warmth between you and your prospects. It’s earned over a period of time and certainly not because you know a creepy lot of details about another person.

The truth is, your confidence in the data you have about your prospect does not translate to a shared warmth between you and your prospect. It’s earned our a period of time and certainly not because you know a creepy lot of details about another person.

Enter relationship cadence.

Unlike software tools that allow you to schedule and quasi-customize your follow-ups, relationship cadence is about maintaining a rhythm of ‘touch-points’ each leading to incremental familiarity, acquaintance, warmth and may be, friendship.

Use the signals that data throw. Use the tools that allow you to be efficient. But none of them is a replacement for the relationship cadence that you orchestrate.

Don’t have the time for it?

I’ll leave you with a cartoon strip.

Image Courtesy: Chicago Sales Coaching

Your prospect might need you badly. But if they don’t know your first name, you’re that crazy salesman, who shows up at unwanted moments!

We're building PipeCandy, for sales reps based on my experience in prospecting for over 13 years now. If lead generation, qualification, and establishing warm connections with highly relevant prospects are things you’d like to do better, you’d like our product.

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eCommerce-specfic lead qualification criteria
Freedom from non-Commerce databases.
Predictable demand generation. Very precise segmentation & messaging.
Free Trial
Be a Segmentation Superpower
eCommerce-specfic lead qualification criteria
Freedom from non-Commerce databases.
Predictable demand generation. Very precise segmentation & messaging.
Free Trial
Slips poor jokes & gets away with a poker face. Carries a no BS attitude at getting things done. First to arrive at the office, Ashwin’s energy does not ebb through the day. Ashwin is one of the co-founders and he sets the tone for marketing, sales, design & culture.
Slips poor jokes & gets away with a poker face. Carries a no BS attitude at getting things done. First to arrive at the office, Ashwin’s energy does not ebb through the day. Ashwin is one of the co-founders and he sets the tone for marketing, sales, design & culture.
hm.com
HQ Location: Beaverton, Oregon, United States Of America, 97005
hm.com, operated by H & M Hennes & Mauritz AB, is an internationally-focused online store that generates eCommerce net sales primarily in Germany as well as in the United States and the United Kingdom. With regards to the product range, hm.com achieves the greatest part of its eCommerce net sales in the “Fashion” category.
Web Sales
Order Volume
Commercepedia Maturity Score
Record Coverage
High
Category
Arts and Entertainment, Business and Consumer Services, Business and Industrial, Consumer Electronics, Health and Fitness
Sub Category
Arts and Entertainment, Business and Industrial, Office Supplies and Stationery, Technology and Computing
hm.com funding details
Total venture and debt funding raised by hm.com from accredited investors.
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The most accurate online retailers dataset curated by algorithms & analysts
The most accurate online retailers dataset curated by algorithms & analysts
Slips poor jokes & gets away with a poker face. Carries a no BS attitude at getting things done. First to arrive at the office, Ashwin’s energy does not ebb through the day. Ashwin is one of the co-founders and he sets the tone for marketing, sales, design & culture.
Slips poor jokes & gets away with a poker face. Carries a no BS attitude at getting things done. First to arrive at the office, Ashwin’s energy does not ebb through the day. Ashwin is one of the co-founders and he sets the tone for marketing, sales, design & culture.
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Prospector
The holy grail of predictable demand generation
Build surgically precise lead lists of your ideal eCommerce customers
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Firehose
Closed lost? Not really.
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The gold standard of eCommerce market size estimates
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How do D2C brands think about growth? A perspective from early days of DTC.
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Global eCommerce market size
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Total addressable market size of eCommerce companies in the US and other major markets
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Build surgically precise lead lists of your ideal eCommerce customers
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UPS, FedEx, DHL & 2k more
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