Secret > Sales Software > Prospecting Software

Prospecting

Whatever the sector of activity, the prospecting phase is essential. If it is essential to retain the existing customer portfolio, it is also important to expand your customer base. To increase the resilience of the company or when conquering a new market, prospecting efficiently is the key element of the sales force’s success. To optimize your prospecting strategy and find qualified contacts quickly, the use of specialized software is a considerable asset.

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About Prospecting

How to track your sales prospecting?

Finding new customers is not only about finding prospects. It is also essential to set up an effective follow-up to convert prospects into customers. Indeed, throughout the customer journey, you need to follow up on your prospecting to guarantee a high return on investment.


Therefore, it is essential to deploy an adapted and structured strategy. To begin with, the data of each customer must be recorded in a database or tracking file. The different prospects must then be categorized according to their status. Is it a cold lead? A lukewarm lead? Is it a qualified lead? This classification is important in order not to waste time unnecessarily. This way, employees can focus on the most promising leads, find the right approach and convince new customers.


In addition, various performance indicators must be monitored to ensure an efficient sales approach:

- The number of calls made and their outcome

- The number of appointments made

- The statistics related to the sending of emails

- The conversion rate of prospects

- The percentage of leads considered as “unqualified”


Taking into account your KPIs will allow you to monitor your commercial prospecting and to analyze the strengths and weaknesses of your prospecting methods in order to improve them.

What are the most useful tools for prospecting?

If you are looking for a qualitative sales tool to improve the performance of your prospecting actions, you should know that there are recognized software programs. These will allow you to find your commercial target on each prospecting channel, segment your audience, or automate certain tasks.


If you operate in the BtoB sector, we can’t advise you enough to look at Happierleads. To prospect new customers efficiently, it is important to focus on qualified leads. This software does just that by identifying the companies that visit your website. You can then save time by applying prospecting and sales negotiation techniques to companies already interested in your products or services. The secret of Happierleads is the application of highly relevant filters that segment your visitors according to demographic or behavioral criteria. You will then only have to contact the decision makers directly for a first contact.


Datananas allows you to easily build a prospecting file and to follow up on prospects with an effective emailing strategy. Start by defining your ideal customers, then build, little by little, a complete and relevant customer database. Prospecting by email and the automation of reminders are perfect for saving time and increasing your turnover. Indeed, the use of Datananas is ideal to quickly fill your schedule with numerous appointments with qualified prospects.


Specialized in the collection of email addresses, Hunter is undoubtedly one of the most adapted tools to succeed in your prospecting. Hunter collects the names and email addresses of your prospects within minutes. You can then choose to collect them one by one or add them all directly into your CRM database. This allows you to contact them later in an email campaign. You then get a lot of essential data such as the deliverability of emails. For all these reasons, Hunter greatly simplifies email prospecting for businesses.

What is prospecting software?

A prospecting software is above all a tool designed to save time for employees. By simplifying and even automating certain repetitive tasks, this software solution allows sales teams to concentrate on high value-added tasks. Such software helps create sales opportunities and ensures the follow-up of sales and the planning of essential elements such as the follow-up of prospects or the making of appointments.


Focusing your team on the essentials by prioritizing leads and freeing them from time-consuming tasks is perfect for targeting hot prospects with real potential more effectively. Moreover, thanks to the functionalities of such a tool, it is possible to implement a more ambitious sales strategy that is omnichannel. It facilitates prospecting and sales following-up on the web, social networks, via email, or even by phone.


In concrete terms, the commercial prospecting software centralizes the following tasks:

- Creation of customer files

- Customer segmentation

- Sales follow-up

- Visualization of the sales pipeline

- Implementation of retargeting actions

- Organization and reminders of appointments

- Etc.


The centralization of all these tasks within an ergonomic dashboard is undoubtedly a key element of the efficiency of the sales division. All of this helps to develop sales and significantly increase the company’s profitability.


This is an asset for your business, because if increasing the retention rate is important, discovering new business opportunities is also strategic. Especially since customers are increasingly volatile. It is therefore essential to ensure the vitality of commercial prospecting by continuously feeding the sales pipeline.


Moreover, one should not confuse a prospecting software with a CRM (Customer Relationship Management) software. The latter has a broader use that can extend to taking into account after-sales service functionalities. On the other hand, prospecting software is specialized in acquiring prospects and has a number of very relevant functionalities in this respect.