Magazine article Information Today

Reachable: Who You Know

Magazine article Information Today

Reachable: Who You Know

Article excerpt

Reachable, Inc.'s business model is based on the old saying, "It's not what you know; it's who you know." Sales representatives know firsthand that making a positive connection with a potential client is often the difference between making a sale and going home empty-handed.

Reachable jumps on the shifting trends of sales techniques to improve the quality of leads and, by extension, the success rate of sales representatives. By using a network analysis engine inspired by Ancestry.com, Reachable takes a user's literal social network--email contacts, Facebook and LinkedIn friends, and Twitter followers--and creates a map showing how the individual nodes in the network are connected, all in the cloud. Using this map rather than an atlas to dole out sales assignments is the key to a completely new way of using geographic and social proximity to do business, says Al Campa, Reachable's CEO.

"Most sales are divided up by geographic proximity," Campa says. "What they don't take into account is the social proximity of the rep to those accounts--that's something we enable. What relationships do you have that are strongest? We're going to give you those accounts, regardless of what the territory winds up looking like. …

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