Best Practices

Why Inside Sales Reps Should Setup Sales Prospect Google Alerts

Christopher Tuttle

It’s a fairly common thing to set up Google Alerts about topics that are of interest to you, about your company, or as a tool to increase sales. However, Google Alerts are severely underused when it comes to keeping up-to-date on successes of your prospects housed in your dialer software.

Why is this worth your time? Shouldn’t your sales management software be enough? Think about it on a personal level. If you haven’t talked to an old friend in a few years, how does it make you feel to have them reach out to you on your birthday or if you get a promotion that they happen to hear about?

It makes you feel pretty good and it often reignites conversation.

This same phenomenon works in the professional world. As a sales rep, you probably reach out to your prospects every now and then to reignite past discussion, to keep them thinking of you, and to hopefully keep them moving through the sales funnel.

But, imagine if instead of reaching out to them with content surrounding your product you instead congratulated them on a recent award their company received, a promotion your prospect received, or other big news coming from that organization. Your prospect will be impressed that you took the time to personalize a message to them and that you care about them and their business. This can be hugely important when trying to move prospects through the sales process.

This is something that our inside sales reps do that has provided significant returns. So, how do you go about setting up Google Alerts on your target customers? It’s actually fairly easy. Go to www.google.com/alerts and enter the company or prospect’s name into the search box. You can determine the type of results you can receive (I recommend leaving this at the default of ‘Everything.’) You can also choose whether you would like to receive direct emails about this particular terms or to have results delivered to ‘Google Reader’ for a RSS feed layout. This technique can be a huge addition to making the most of your sales technology.

Whichever method you prefer, the results are the same: happy prospects and, hopefully, happy clients.

What creative methods do you use to help your prospects through your sales automation process? Have you had any success with your ideas? We’d love to hear about them. Let us know in the comment box, below.

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