About Nexsales

Founded in 2008 a B2B Marketing and Sales Solution provider, Nexsales is an expert in contact data management and lead generation. We work as your partner to provide you with accurate inside information and prospect intelligence that help you define your challenges better. We craft B2B marketing programs and combine targeted list building, telephone-based outreach, with brand strategy, social media, and innovations in technology and analytics.

Our Leadership Team

Milap Shah,

Executive Chairman & Founder

Milap Shah spearheads the company’s vision and growth initiatives.Leveraging his extensive management consulting experience in over 20 countries at the C-level, Milap builds strategic client relationships and leads full-scale solutions initiatives.

Prior to founding Nexsales, Milap headed the Asia Operations for Global eProcure, where he profitably grew the operations from early start-up stage to three delivery centers across the world; and developed a high caliber leadership team. As a Manager with Accenture’s management consulting practice, he led strategy, supply chain, global outsourcing and IT engagements for Fortune 500 companies like Deutsche Bank, Shell and SABIC. Milap was also named to the prestigious 2007 “Pros To Know” list, by the US-based Supply & Demand Chain Executive for his leadership in influencing decision making at the Board level and for his expertise in the supply chain and outsourcing fields.

Jay Kamdar,

CEO & Co-Founder

Jay Kamdar is the CEO with 30 years of management, sales, marketing and engineering experience.  Jay has led number of break-through technology startups from conceptualization to commercialization stages.

Most recently at MagSil Corporation, Jay led the commercialization of IP Portfolio generating tens of millions of dollars in licensing revenue. At  MoSys Inc as the head of Asia Sales he successfully drove multi-million dollar business engagements with global OEMs in Japan and Korea. Jay  was a Co-founder, COO and later CEO of Nazomi Communications, a pioneer in Java Acceleration Technology and a provider of multimedia & Java application processors. He drove Nazomi’s technology and chip products into cell phones made by world’s leading phone makers such as Samsung, SK Telecom, Sony and Sharp. At Sun Microsystems he was a senior group marketing manager responsible for Java processor products for Internet Appliances such as mobile, smart card, set-top boxes and Internet TV markets. Jay spent early years of his career with National Semiconductor in a number of positions, including Sr. Product Marketing Director for a $500M+ division.

John Pinto,

VP Operations

John Pinto is the Vice President of Operations. He plays a key role in leading the execution right from inception, overall campaign management and delivery for strategic client engagements.

John leverages his extensive experience in B2B lead generation and data strategies across verticals to help Global Fortune clients in the areas of B2B market mapping, market segmentation, tailoring their pitch to specific markets, and in successfully executing high ROI outreach programs. John has conducted and regularly conducts coaching clinics helping B2B Marketers with best practices in the areas of CRM data optimization, cleansing and appending strategies.

John has close to 13 years’ experience in managing key accounts in Logistics, Banking, High Tech and Telecom industries across Asia, North America and United Kingdom. John has helped clients like AOL, Vonage, and Barclays in driving sales and improving customer satisfaction levels.

 

Careers

 

How We Work:

We are polyglots…

We believe in using the best resources and processes for the job depending on the business need while maintaining a slight bias toward the tools the team knows the best.
What is more important is getting the job done and well!

We are innovators…

We believe that to be in front of the game you cannot walk the treaded path. We have developed innovative technology and processes such as our latest path breaking patent pending technology, FastSwitch™, is a live call automation system that enables our clients to directly have relevant conversations with the targeted prospects with access to in-depth prospect profile.

We are agile…

Agile methodologies mean different things to different people. For us, the most important part of Agile is doing what works best for the team, focusing on quick ROI and alignment to the business need. We are truly a global company. We have people in Seattle, California, Michigan, Florida and Mumbai. We’re pragmatic, not dogmatic. We’re never afraid to try to new things to see if they work and reconsider our positions if the situation warrants it.

We value our people…

We spend time regularly working on whatever we’re interested in. You will have ready access to Executive Management. Salaries are generous and ample vacation time. We work hard, We play hard!

Interested?

We’re looking for people who are interested in getting in on the ground floor of an incredible opportunity to build amazing software. Think you’ve got something to contribute to our exceptional team? We’d like to hear from you!You can mail us at career@nexsales.com

Contact Us

Corporate Headquarters: Silicon Valley

Nexsales Corporation
20660 Stevens Creek Blvd., #129
Cupertino, CA 95014 USA

Telephone: +1-408-831-3800
Fax: +1-408-831-3700

Asia Operations

Delivery Center 1
Plot 34 (Part), SEEPZ (SEZ),
Andheri (E),
Mumbai 400 096 India

Telephone:(+91)-22-2829-2381

 

Delivery Center 2
201, Wadala Udyog Bhavan,
Naigaum Cross Road,
Mumbai – 400 031 India

 

Delivery Center 3
First Floor, Unit No. E-3,
Western Industrial Co-operative Estate Limited, MIDC Marol
Opposite SEEPZ Gate No.1, Andheri(E)
Mumbai – 400 093 India

Sales Capacity and Pipeline Velocity

Scaling Sales Capacity and Pipeline Velocity

If you think of each sales representative like a manufacturing plant, then each person on your team has a measurable capacity.  A sales rep can “manufacture” X number of phone calls, leave X number of voicemails, send X number of emails, have X number of conversations, and so on.

Likewise, each sales opportunity has a sequence of such activities. Some sequences work better than others.  In some cases, an activity itself is missing, unnecessary, or inadequate.

Obviously, sales people attempt to reach many prospects who do not buy from your organization.  So, by definition, those sequences don’t work.  Then there are those sequences that take longer and/or result in less revenue than you generate from your best customers. In some cases, in fact most cases, the starting point was wrong. That is, the sales person engaged an account that was unlikely to buy or that was going to take more work to sell.  In other cases, the sales rep used the wrong sequence of activities or has sub-optimal activities within the sequence.  The rep talked when he or she should have listened.  He or she didn’t ask what she should have asked.  He or she used the wrong language.  He or she invested too much time with the wrong people in the account.  And so on.

Yes, reps have different skill sets and different talents, but can we all agree there is an optimal sequence of the right activities for each solution and segment? If sales leaders took the time to map out a hypothesis of the right activities in the right sequence, then sales could run experiments to test alternatives and gradually optimize sales production.

Optimizing the Top of the Sales Funnel

One such area ripe for experimentation is the front of the sales process.  This activity is time consuming and the yield is low.  An eight-hour day of dialing typically results in just a few phone conversations. Unlike manufacturing plant, the capacity and yields of sales people are not constant. Minor improvements in this resource-intensive, low-yield activity can have significant benefits on revenue production.

Sales leaders who looked at this activity in the high-tech industry designed numerous experiments using new technologies and divisions of labor.  In essence, one group of reps was optimized for finding opportunities and another group was optimized for closing them.  The benefits were enormous: time to revenue, lower expense to revenue ratios, better market coverage and therefore more rapid revenue growth, and, in the best companies, a deep bench of talent ready to step into opportunity harvesting roles.

The Looming Power of Big Data on Sales Production

Such experiments began over twenty-five years ago at high-tech leaders like Oracle and have been refined and improved many, many times by numerous companies.  Now, the next wave of sales innovation is coming.  Forward looking sales leaders are marrying big data to improve targeting and relevance on the front end with the use of technology and low-cost labor to unleash unprecedented levels of sales production.

Big data is removing many of the time-consuming burden of researching accounts and buyers.  The new possibilities with social media while promising can also be overwhelming for individual reps and very time consuming. Big data is now harvesting that unstructured data and looking for patterns to help sales and marketing target their efforts on the most likely buyers and use messages that are more likely to resonate.  At the same time, technology and low-cost labor is reducing the cost of dialing phone numbers, navigating IVRs, talking to receptionists, leaving voicemails, sending emails.  The result, instead of talking to four to eight prospects in a day, a sales person can now talk to that many people in an hour.  When I think of these two powerful forces coming together, one phrase comes to mind: pipeline velocity.

Tell me about experiments that you have done in this area.

Reinventing Telemarketing Through Innovation

Telemarketing is increasingly being frowned upon with lesser and lesser budgets being allocated to it. This is in spite of the fact that it is telemarketing is one of the most effective tools with higher conversion rates (about 27%). The problem – Telemarketing is Expensive! 62% of B2B marketers complained that lack of resources, staffing and budgets is top barrier to marketing success.

Why is telemarketing expensive?

Accuracy & Quality of Data:

According to a recent study by Brian Carroll and Nicolette Dease, it can take up to 240 dials to a sales ready lead using web generated leads because of low accuracy and lack of lead qualification. Only 9% of Telesales reported that they were supported by accurate data. The situation is worse in cases where marketers pass leads directly to Sales, which is detrimental to Sales success and lead to lower conversions because of the following reasons–

(a) too early in decision-making cycle to talk with Sales,

(b) not a decision maker or influencer – just gathering data or

(c) not sufficient budget

The Elusive prospect:

According to our research, on an average 84% of B2B telemarketing calls reach the voice mail. Only about 8% of the calls actually directly reach the prospect (assuming a highly accurate prospect database). If voice mails aren’t enough the inside sales representative constantly faces hurdles such as IVRs, Phone Trees and Executive Assistants. On a regular day, if the inside sales rep made 100 calls, he/she would get in touch with only 8 prospects, i.e. only one conversation every hour.

Hence, our telemarketers are spending a lot of time on the phone but are not able to achieve the required ROI because (a) they are being supported by bad data and end up reaching out to prospects who have left the company, not the appropriate role or not interested and (b) when they finally have the correct contact information, they find it extremely hard to get the prospect on the phone

LinkStreak – Relevant Conversations. Real Time, Every Time

Finding the fine balance between generating high-quality leads and generating a high volume of leads is the top concern of B2B marketers. We created LinkStreak with three objectives in mind:

(a) Overcome the telemarketing gap of not being able to reach the elusive prospect

(b) Increase the volume of leads as a result of telemarketing to levels comparable to other lead generation techniques

(c) Provide the necessary sales intelligence to improve the sales conversation and increase conversions

What is Linkstreak ?

LinkStreak is an innovative telemarketing solution that helps inside sales representatives engage in more than 8 relevant conversations every hour directly with decision makers. Powered by a patent pending FastSwitch™ technology and targeted 95% prospect data, it is a black box that finds hard-to-find influencers and decision makers and seamlessly connects them to you in a telephone conversation.

For more details, go to http://www.linkstreak.com/how-it-works/

Does it work?

A fast-paced technology startup achieved 6-month lead gen target within 1 month, by powering inside sales team to 330 live prospect conversations using LinkStreak.

“LinkStreak successfully delivered to it’s promise of teeing up relevant sales conversations. My inside sales reps now complete more conversations in 3 hours, than they did in 3 days.  Productivity aside, my team is focused on doing what they do best- having good conversations – not just hitting voice mails and gatekeepers. Phenomenal!”

President, Lead Generation Market Leader

8 Sales Lead Generation Methods by Shamus Brown

Shamus Brown, who offers Professional Sales Tips at Industrial Ego sales states that getting more sales leads is one of the most crucial yet difficult tasks. According to him, there are 8 methods of Sales Lead Gen and for a successful B2B brand it is important to know of each one.

Shamus further adds that in order to generate sales leads, one needs three things:

  • A written profile of the target prospect,
  • A list of suspects containing potential prospects,
  • A method of reaching the sales prospects.

Here are eight proven methods of Mr Shamus Brown where he claims they are of highest importance for reaching your sales prospects.

Complementary Partner Referrals

This sales lead generation method generates the highest quality sales leads. How? This depends on the market one is dealing in. There have been a lot of articles written about networking through chamber and association meetings. If we are selling business to business, we want to strike up relationships with sales reps from companies who call on the same businesses as we do. An example is if we sell an information technology consulting service, then partner with a few computer systems hardware vendors. These reps call on the same customers as we do and thus complement each other by sharing leads and information about customers and prospects.

Cold Calling

As much as nearly everyone dislikes this one, it is very effective for sales lead generation when executed properly. If one consistently prospects for leads by phone, they will consistently generate sales leads.

Live Seminars

Live seminars are a great sales lead generation technique because you are usually delivering your a pitch to a prospect very early in their buying process. The key to a successful seminar is offering a solution to a problem that your target market really wants to solve. You can give the pitch yourself, or get one of your company executives to do it (sometimes business “celebrity” can help pull more sales prospects in).

Live seminars can be done inexpensively. The costs for in-person seminars are comprised of room rental, refreshments, audio-visual equipment, and promotion. Teleseminars are the least expensive, with the only costs being conference phone line rental and promotion. Webinars are actually more expensive due to the hefty fees the online meeting services charge to use their services.

Trade Shows

Trade shows are a good way generate sales leads if you can find events highly targeted to your prospect audience. Often such events yield low-quality sales leads because they are attended by the recommenders and influencers and rather than the true decision-makers.

I rate this method lower on the list, yet it is a valuable one if your company has the budget and there are industry events well-targeted to your audience.

Mass Mailings

Sales letters are one of the more underused sales lead generation methods. There is an entire industry of people dedicated to selling this way called direct marketing. But most field sales reps and business professionals don’t know how to use this technique well.

Success with this method comes as a result of mailing a well-written letter to a good quality list of names (quality = targeted at your audience).

Two good primers on this are “The Ultimate Sales Letter” by Dan Kennedy and “Selling to VITO” by Anthony Parinello.

Advertising

This method can be highly effective when done right. You must find publications that are able to deliver your target audience. You must run ads that stimulate people to take action. To generate sales leads, you must avoid big-company style image ads.

I am no expert on advertising, but I do know that if you can’t do this one right don’t do it at all because you can blow through your marketing budget fast.

Internet Advertising

This one is very appropriate for small businesses and some independent professionals. With a well-designed website, you can generate sales leads through “ads” that the search engines create from your webpages. If you know what keywords your prospects are likely to search for you with, then you can generate very targeted and qualified leads.

This method is not for everyone though, as your prospects must be searching for something related to your products, services or the problems that you solve.

Email Publications

What you are reading right now is an example of an email publication that keeps my name and business in front of 9000 people every month. I collect all of my names through my website, but that isn’t the only way to do this.

A sales rep or business owner could create an email newsletter and mail it to sign-ups from an offer presented at a seminar, at a trade show, in a mass mailing, in an advertisement, or on a cold call.

If your a sales rep, why not create your own email newsletter? You could send out industry news and tips to suspects in your market. Eventually a few of them will become customers because you are on their mind more often than your competition.

Exploring Direct Marketing and Building Profitable Relationships

Direct Marketing enables communication with targeted groups of consumers and it helps you build profitable customer relationships.  It can help you achieve specific objectives such as:

  • Generate new business leads and sales
  • Increase sales from existing customers
  • Re-establish relationships with dormant customers
  • Increase customer loyalty

Direct marketing is an especially useful tool for small businesses because it allows you to:

  • Focus your resources where they are likely to generate the best results
  • Speak directly to current and potential customers
  • Track and measure how successful your marketing campaigns are
  • Test your marketing campaigns to see which ones work best

The most common form of direct marketing is direct mail– sending letters to targeted consumer groups through the post.  Direct mail is used by all types of businesses, to acquire and retain customers and encourage sales.  If you understand your customers and target your mailing effectively, direct mail can be a highly personal, highly successful form of marketing.

Another popular form of direct marketing is telemarketing– contacting targeted consumers directly by telephone.  Telemarketing does have some significant advantages over direct mail such as:

  • You can gauge the customers interest immediately
  • You can overcome objections more easily
  • You can explain complex messages more effectively

Telemarketing is particularly useful in business-to-business (B2B) marketing as people are more accepting of marketing calls interrupting them at work. Email Marketing is one of the newest forms of direct marketing and it is continuing to grow in popularity. According to figures from the Direct Marketing Association (DMA), email marketing has now overtaken direct mail in terms of volume.  Advantages of email marketing are that it is often much quicker and cheaper to produce an email marketing campaign than a direct mail campaign.

Whatever method of direct marketing you use, you must bear in mind that the success of your campaign depends on good planning, targeting and accurate, up to date data, because of the large amount of direct marketing sent, you have to work hard to make sure your investment doesn’t end up in the bin.

5 Steps to Lead Generation using Twitter: Social Lead Generation

Not too long ago, we discussed Social Lead Generation on the blog and our other social platforms. This week, we dig further into it and present to you 5 ways one can generate leads using Twitter. Trish Burtuzzi, in one of his posts on The Bridge Group’s blog shares these tricks.

1. Follow your prospects:

It is not always easy to find your prospects on Twitter as they may not be using their full names. Use the search function in twitter and/or google their name plus the word twitter. If you can’t find them then simply ask if they tweet the next time you chat.

2. Follow your partners:

Partners that work with the same target audience often share needs, questions, and/or look for help with existing projects via Twitter. The more these partners see and interact with you, the more likely they’ll remember you when their customers and prospects have a need you can fill.

3. Curate customer-centric content:

One of the quickest way to attract prospects to you via Twitter is to read everything they wish they had time to read, and filter the best content into your Twitter feed. It is okay to curate the best content from a variety of sources so that your prospects begin to trust that you’re, effectively, doing their reading for them.

4. Listen for buying signals

LinkedIn is one listening channel but Twitter is amazing for this as well. You should look at your prospect’s profile and see what they discuss the most about. This gives you three opportunities:– One) To see what they talk about in the discussion areas, Two) to participate in those conversations as a subject matter peer instead of a sales person and Three) to see who else is participating in those conversations. You might find a new prospect along the way!

5. Watch & use hashtags:

Hashtags, especially those tied to associations or events, are a great way to follow conversations and find prospects that already self-associate with a group, a cause, an interest or a need. Those real-time conversations that help your message reach new prospects directly is all that hastags are all about. It’s important though to add value using hashtags and not directly sell. Engage in the conversation naturally and you’ll see new prospects drawn in soon.

Prerequisites for marketers who wish to use Social Media for Lead Generation

There are a couple of important factors to consider when investing in Social Media for lead generation:

  • Your social media team size.
  • The amount of time you’re willing to invest in Social Media.

These two factors should allow you to carefully choose the Social Media channels you can invest it. For instance, Twitter would require a relatively smaller investment in terms of time and effort than say Digg or Mixx.
Also, a one or two person Social media team would mean that you are better off concentrating your efforts only on a select few Social Media Channels (My opinion, people may choose to spread their efforts).

Once you decide on the Social Media channels:

  • You need to ensure that your message is consistent across all of these channels.
  • Expose these channels through your website, blog, etc. Let people know and encourage them to share your stuff.
  • Engage, engage and engage.

Here is an infographic which tells you of these top 5 companies who got Social Media Marketing just right:


Created by Voltier Digital for ScottMonty.com

Lead Generation and right way to find out the shelf-life of your lead

In today’s world everyone is looking for immediate gratification. A good rule of thumb is to followup on a lead within 24 hours but the sooner the better. If you are able to contact your lead immediately, they will still have your product or service on the brain. Strike while the iron is hot. The fact that you start losing value right away is reason enough for you to make every attempt to contact the lead within minutes from the time they submit a web form or leave a message. Here are a few reasons why:

It Can Reduce or Eliminate Your Competition

Think about a potential buyer who is looking for a product or service from a vendor online. This person is most likely using search engines or other connecting points to see what type of companies might be able to help them. They are typically filling out multiple contact forms in one sitting. If you contact that person right away it has a strong likelihood of making them discontinue their search for other possible vendors. They may spend the next few moments talking to you instead of talking to the competition.

It Sets a Great Tone for Talking About Customer Service

If you call them back within a few minutes it helps establish that your company cares about your customers and their need for help. Prospects will be pleasantly surprised about the response time, and they will be likely to tell friends about your company because this type of response is so rare.

It Often Allows You to Frame Their Discussions with Other Vendors

Most vendors believe that different aspects of a product or service are more important than others. If you can talk to the lead first, you can often stress some of your company’s strengths and often encourage the lead to ask questions of the next few vendors they speak with that help build your company’s position within a comparison.

It Is One Way Small Businesses Can Beat Larger Companies

Typically large companies will not be able to match your response time. That is not always the case, but many times larger companies have difficulty distributing the leads to the right person in an efficient manner. It sets a good tone for speaking about how working with a smaller company has its advantages

Landing Page Optimization: How much is too much for testing B2B Lead Generation?

According to Marketing Sherpa’s Landing Page Handbook, improving your landing pages can increase your conversions by 40% or more. Perhaps the largest difference between business-to-consumer (B2C) and business-to-business (B2B) pay-per-click is that the post-click goal for most B2B marketers is to capture a lead, not make a sale. This means that B2B companies must focus on converting clicks into leads as much as they focus on getting clicks in the first place.

Landing pages are critical to making this happen. From the prospect’s perspective, clicking on your link is easy and doesn’t cost (them) anything. In contrast, converting and becoming a lead requires them to invest their time and energy to understand your offer and fill out your form — not to mention risk unwanted marketing since you require they share their contact information.

You aren’t bringing value home to the company if you fail to test your lead generation efforts. There is too much and then there is too little. Lee Odden reveals his tested measurement techniques stating, “Testing lets visitors vote with their actions, removing any debate about what works and what doesn’t. The most valuable things to test are the headline, graphic captions, the submit button, form length, and graphical elements.

However, be careful not to over-test. A good rule of thumb is to take the number of conversions you get per day and divide it by 10. Then take your testing period in weeks and divide that by 2. Multiply the two results together to get the number of versions you can confidently test in your testing period.”

Top 10 Lead Generation ideas for your business

The good news: directly above this bucket are 10 faucets. We can call them “lead faucets.” The bad news: many Realtors don’t use them.

That’s unfortunate, because each lead faucet has powerful potential. And just a little tinkering can mean a steady gush of leads that will keep your bucket filled to the brim.

Let’s look at these 10 ‘faucets’ by Bob Corcoran and how to create a fire hose-strength flow on your lead gen campaigns.

1. Past clients—Vital because their referrals come with an implied endorsement of your services. Put past clients into two categories: A – Those who’ve given you referrals, and B – Those who haven’t given you referrals. Set a reminder system to stay in touch with each regularly with cards, calls, small gifts, etc.

2. Internet—A must if you plan to stay in business. Put your focus on responding to the site visitors. Can you respond in 15 minutes? If not, fix it so you can.

3. Interactive Voice Response (IVR)—The hotline numbers buyers can call to learn about properties. Again, ignore technology at your peril. (Incidentally, there are  people who landed 11,298 calls from their hotline number. Their secret? An irresistible call to action.)

4. Sphere of Influence (SOI)—The more you think about your SOI (basically your family, friends and acquaintances) the larger it gets. That “acquaintances” category, for example, should include everyone you’ve met. Think how you interact with those you meet casually—develop the effective 10-second “elevator” speech for them.

5. Signs—Revisit your signs. How can you make them more effective with more eye-catching color and contrast? Do they include an IVR hotline number?

6. Direct mail—It can be expensive, so find out what’s already being sent in the area you’re considering. The two keys here are differentiation—will your mailer stand out and will the offer and the call to action actually produce desired results?

7. Broadcast radio and TV ads—Yes, some may be too expensive. But don’t rule it out completely. Both radio and TV have massive reach and there are deals out there. The key is, if you do go with these mediums, use them regularly. Frequency beats reach—so don’t buy for just a one-shot deal.

8. Print ads—Give them a fresh and thorough inspection. What’s keeping them from really grabbing your target audience by the collar? Often, they lack contrast and that prevents them from being noticed in the first place. Don’t forget to add muscle to your call to action.

9. Prospecting—Absolutely essential. It’s one of just four real dollar-producing activities a Realtor can do. The trick is to schedule time everyday to do it—usually in the morning because it’s the most controllable time of the day.

10. Networking—Choose where you network carefully. There are literally thousands and thousands of groups out there. Be strategic by examining what potential business they bring to the table.

Lead Generation and Lead Nurturing- Tips to help you make the most of your efforts

If a certain Mr Smith is busy searching for a solution, you generate interest but fail to follow up. How long before you’ve blown your window? He might be real excited right now, but how long does it take for the lustre to wear off and your lead to go elsewhere and begin to lose value? In brief, have you ever considered the shelf life of your lead?

‘As Soon As Possible’ should ideally be your watch word. But ASAP is definitely not the answer if it means that the mismatch between sales process and buying process timing has resulted in a funnel leakage and some delay.

You don’t want your telesales representatives to cold call and start with, ‘Oh yes, Hello Mr Smith, I’m calling about the survey you filled in recently….” where the recently turns out to mean 2002, if at all.

Here is the check list you want to consider before you cast your lead off and beyond repair:

1. Stay engaged and keep your lead engaged for if not now, there’s always a tomorrow:

Assuming your initial follow-up is quick enough to make your prospects feel important, I think as long as you engage your lead throughout their buying process there isn’t necessarily an expiration date going forward- unless the lead is not ready to buy just yet.

2. Nurture and qualify your leads:

Lead nurturing and qualification process with speed and thoroughness is inarguably essential. Customers sense the rest of the iceberg by the experience they encounter early on in engagement.

3. Keep your leads interested, step in their shoes:

When a prospect takes the time to reach out proactively (i.e. filling out a contact form), they are likely to appreciate rapid follow up. If you’re that prospect and someone gets in touch with you quickly, say within 30 minutes, you’re likely to feel important and think highly of the company that got back to you quickly.

4. Follow up before your lead loses interest in you:

If it’s been a week since you filled out the contact form and you’re just now hearing from someone, you probably are feeling a little ignored and wouldn’t be as interested in the company as you would otherwise. Don’t make your lead go through it.

5. Be aware that sometimes it’s out of your control:

After gauging their interest level it’s important to stay in the game throughout the sales cycle. And yet, prospect’s timing isn’t something you can alter – if it’s not right yet, educate. The key is to stay engaged with your leads so that when their timing is right, they’ll already have good rapport with your company and be more inclined to buy from you versus another vendor.