Sales intelligence from 1970

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This is the story about an old sales guy.

It takes place in the 70′s, and involves the Yellow Pages, a rotary phone, & sales intelligence.

This salesman had two phone books. One was the new copy & the other was a year old. He sold newspaper ads & was looking for leads by who was advertising in the phonebook. Here was his trick: he’d call all the companies who’s ads had gotten larger and congratulate them on their growth.

And there in lies the lesson, the old sales guy found out something important: It is wise to sell first to companies who are growing, and they in turn liked being congratulated.

These days, the pressures are intense to sell more, and to do it faster. Selling to growing companies first is a great way to accomplish this.

So how do you find out who is growing?

Well for one you can look at lists. The most obvious ones are those by Inc. Magazine. They publish the 500 | 5000 Lists. The popular Biz Journals also have lists for each metropolitan area.

Additionally, sales intelligence is doing stuff that allows you to measure how fast a company is growing.  The end result is that you can see which of your target companies are growing on a regular basis. Sound helpful?

SalesLoft CEO, Kyle Porter. Circle Kyle on Google+!
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4 Responses to “Sales intelligence from 1970”

  1. Anonymous September 23, 2011 at 6:05 pm #

    A comfort with spending on growth and the right tools is important. You can’t have more sales if you’re cutting the sales and product teams.

  2. Kyle Porter September 26, 2011 at 9:46 pm #

    Yep Stephen, it’s why those Top X growing company lists are so popular! Thanks for reading, hope to hear from you on our future posts!

  3. ASNACHT September 27, 2011 at 3:29 pm #

    This is an elegantly simple approach that is oft just ignored. Most companies don’t make use of what is right in front of them to target new customers or even leverage the ones they have.

    • Kyle Porter September 27, 2011 at 3:30 pm #

      Good call Art. We hear often from companies that they know this data exists, but it’s just not easy or efficient for them to mine it out.

      We’re revving up the intelligence engine and taking the results straight to sales teams. It’s great to have you as a supporter!

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