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?
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?