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January 06, 2009


In the early days of my cold-calling efforts I read something similar and have carried it as a reminder since. If a prospect is a good fit for your company's product, a reconnect on a quarterly basis is a good investment in your pipeline. In the early days at LeftHand, evangelism and periodic (minimum of quarterly) follow ups with all identified contacts within an organization garnered consideration of an emerging technology when our solution would not have not been considered otherwise.

As important as the reconnection is being able to move the conversation forward through referencing details from previous meetings. Yep, this means good note capturing and actually noting it in a system for easy access. Not a strong suit of the typical sales exec, but key in those longer term sales cycles.

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