How to mine and develop a new market

How to get meetings that lead to sales is one of the most challenging problems companies face today. It is a particular issue for companies that do not yet have a brand name.

The article about cold calls and getting past the gatekeeper prompted a new thoughts:

• When the message is on target cold emails and calls work

• LinkedIn connections are the best way to get great meetings

• When the addressable market or territory is small connections often don't work

• It is always critical to follow industries, companies, and prospects through social media

• Building a network offline is always important even when the individuals are not prospects

Today's sales leaders prefer a direct approach that is focused on cold outreach. Networking with people who are not direct prospects is not considered valuable. Social media is seen as a waste of time as monitoring for trigger events takes time away from sales.

 This has to change as prospects today prefer a different way to engage.