Tag: news

All of the Account News a Salesperson Can Use

All of the Account News a Salesperson Can Use

Information is king. This statement is especially true when it is account news. With information, you can make appropriate decisions. More than that, information on your prospect allows you to

  • respond to the events affecting your customers and prospects.
  • having background talking material during your sales calls.
  • find opportunities.
  • establish financial justification for your opportunities.

There is a lot of information to gather about your accounts. You need a quick and convenient way to review the highlights of your account news so that it doesn’t overwhelm you. In order to lead you to the end goal, let’s start at the easiest beginning. Let’s assume you are looking for account news for your new prospect, General Motors.

The first and most obvious solution is to go to Google and search for General Motors. The resulting page will be at https://www.google.com/search?&rls=en&q=general+motors&ie=UTF-8&oe=UTF-8

This page will be good but not great. It has a lot of account news about the company that you may not know. However, it has little in the way of new information. If you look part way down the screen though, you will notice that there is a news section. As the last entry for that news section, it should say “More news for general motors” – go ahead and click this link (the link is: More news for general motors or https://www.google.com/search?client=safari&rls=en&q=general+motors&ie=UTF-8&oe=UTF-8#q=general+motors&rls=en&tbm=nws

This listing of account news is much better. The News page has even more timely information that we can use. However, it can be vastly improved. General Motors is a public company, and we can get financial information by modifying our string and inserting the stock symbol for the company. In this case, the stock symbol is “GM” so let’s modify our search by just changing the above URL with “+GM” like this: https://www.google.com/search?client=safari&rls=en&q=general+motors+GM&ie=UTF-8&oe=UTF-8#q=general+motors+GM&rls=en&tbm=nws

Depending on your Google preferences, you may have to hit News on the menu bar immediately below the search bar.

Note that we had to make the modification twice, which is a bit inconvenient. Also, if you look at the News page, you will see a lot of analyst comments which are likely not very helpful in your sales campaigns. The fact that an analyst thinks the stock is going up or down is likely not going to help you in your sales campaign. So let’s skip to the end of all this work. Take a look at this URL: http://news.google.com/news/search?pz=1&cf=all&ned=us&hl=en&q=”general motors”+GM+-trading+-resistance+-upgrade+-downgrade+-upgraded+-downgraded&cf=all&as_qdr=w&as_drrb=q

Once again, you may have to hit the News button to see these results. Let’s spend a minute understanding what this search does to help you gather account news:

  • Give me all of the Google News for General Motors or GM (the quotes makes the two words General and Motors into one string). If the article has both GM and General Motors then it will score higher.
  • If the article contains any of the following words, score it lower:
    • trading
    • resistance
    • upgrade
    • downgrade
    • upgraded
    • downgraded

That is what the +- (or a plus followed by a minus) does. It adds a subtraction of that word to the search.

Now comes the best part. Once you have all of this setup, you don’t have to think about it again. On the right side of the browser, there should be a Save button. Clicking on that button will put this search in your Saved Searches (which is on the left side of the screen).

You can also have Google email you this information. Skip all of the hard work above and go straight to Google Alerts. Type in the company name (put quotes around it if it has a space in the name), the stock symbol, and “-trading -resistance -upgrade -downgrade -upgraded -downgraded” to eliminate some of the noise.

Good luck and get ready to use this account news to set traps for your competitors so that you can ELIMINATE THE COMPETITION!

You may purchase my book “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

Photo by Spencer E Holtaway