I am always looking for new ways of improving the way that I prospect, especially when it comes to qualifying opportunities. I came across PostWire earlier this year and have to say I really like it. The way we sell has certainly evolved and contrary to many “sales experts” cold calling is not dead, it’s actually just gotten easier. In the past we just had the yellow pages /other directories and a telephone. Then the Internet changed the way we live our lives – both personally and business wise. There are great ways to passively engage and qualify prospects without having to always be in direct communication with them via phone or email.

PostWire is a web service that allows me to send content like videos, files, web links, sales/marketing collateral etc to prospects, and has a comment wall to allow for collaboration.



 

Here is how I use it:

  • After I get in contact with and qualify a prospect, I tell
    them that I will be sending them a “PostWire page”, which “contains all sorts
    of content like videos, case studies, blog posts, etc”.
  • Postwire allows me to share the page with as many email addresses I want. As part of the sharing process, I am able to attach a
    customized message to the recipients.
Sharing this PostWire page is valuable for a few reasons. Of
course, it allows me to share great content with my prospects that will be helpful
with further educating them as opposed to sending multiple emails back and
forth. Sharing these pages allows me to create actions. The sharing of the page
can be a quick and easy “next step”, and action on my part. Postwire has a
killer feature that sends me an email when someone has viewed the page. This
not only gives me some indication that they are remotely interested but it
becomes quite interesting when they access the page multiple times. You can
also set the privacy settings to allow anyone with the URL to be able to access
the page. The caveat is that PostWire will not able to identify who is visiting
the page yet will still send you an email that “someone” has visited your page. My colleague and Chief Marketing Office at PunchTab Angela Sanfilippo, describes PostWire as “Pinterest meets marketing collateral”.As you can see there are plenty of useful ways that PostWire can help salespeople more effectively communicate with and share collateral with prospects. According to the PostWire team they will be adding great CRM integration features in the coming months. Things like Salesforce.com integration for example.

Here is more information regarding PostWire: