Online email marketing and Reference is a great tool to open and reach new doors of opportunities. I have seen most of the sales people preferring down to up communication while prospecting, but think about how powerful up to down communication can be.

When you take out your sales list and start cold calling, did you ever realize how much time do you spend to reach a “Decision Maker” or a “Gatekeeper”? I am sure it would be a boon, if things are made simpler in a way where you actually talk to the decision maker instead of spending your precious time on finding the right person.

Like we say Time is money, in sales, time is definitely business worth a lot of money. Since a few months, I have noticed how referrals from C-level executives help the sales people to actually reach the decision makers, period.

Think about it, if you want to prospect someone from Oracle and you tell them you have a reference from Larry Ellison, who do you think would not care to talk to you or at least listen to what you have for them.

Online email marketing and reference sales is proven and it definitely works. There are times when you would not get a reference but think about a few where you can actually use this technique to fill in your pipeline with qualified leads.

I have been getting great responses using Online email marketing. There are other things to keep in mind as well and you have to be really careful.

What are your takes on this?

I have seen salesperson getting frustrated in order to fill their pipeline, working hard to reach targets and close the quarters. How difficult this may sound, these complexities has a simple solution. Selling under pressure has been quite prominent in sales but there are ways to prepare oneself against these challenges.

Having spent the past few months on e-mail marketing, I can certainly boast about its power and effectiveness. There is a stereotype in the industry which talks about cold calling being more effective which i say is not completely right if wrong.

Think about it, how much time do you spend calling a list of people who at certain stage fail to yield the desired results. The solution is to take measures in order to build a pipeline with quality prospects which will yield desired results.

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A recent study conducted by Doubleclick showed that 57 percent of e-mail recipients considered a message to be spam if it was irrelevant to their needs or their business. I agree with the survey results but I believe that sales has yet to take a giant leap.

Think about it, if cold calls or emails are more personalized, its eminent that your pipeline would fill with more quality rather than quantity leads. Information is out there, free of cost, but to find something relevant certainly requires time and skill. I personally feel this is one way to get accurate and better results if not complete success.