To increase your company's turnover, adopting a commercial strategy is essential. Prospecting is a crucial step in this strategy. It’s a job that requires organization. To ensure an effective layout, you need the right tools. These are prospecting software .
What is prospecting software?
Prospecting software is a tool that helps you manage your prospecting files. It clarifies the process of searching for new prospects. It centralizes information and automates part of the process to generate qualified leads and transform them into customers. It is a complete system to optimize your commercial activity.
Concretely, this software supports you in: centralizing data, defining the outlines of your prospecting plan, targeting your prospects, segmenting your contact base, monitoring the history of your prospecting for each contact, monitoring your prospecting campaigns and overall management of your commercial activity .
Why use prospecting software?
When computers arrived, databases were processed on an Excel spreadsheet. Currently, with technological advancement and the democratization of the Internet, it is possible to work on SaaS software . It works online. He creates, rents, buys and updates prospecting files. This in a computerized manner, even automated in certain cases. Prospecting files improve knowledge of contacts through the data collected. These prospecting files constitute the basis of your strategy. Indeed, you will organize your prospecting plan according to the elements recorded in these files.
In short, prospecting software guarantees the consistency of your prospecting actions.
The functionalities of prospecting software
- Contact management
Prospecting software builds a database of prospects . It groups information on contact profiles (identity, company, email address, etc.), and on their behavior (interactions, lead scoring, etc.). From these databases you will be able to segment according to your criteria and manage your prospecting actions.
- Management of marketing campaigns
Prospecting software facilitates marketing activity with:
Marketing automation emails are automated email sequences sent to prospects, with the aim of increasing their maturity and evaluating their purchasing intention. Your salespeople are more helpful on prospects who are further along in the buying cycle.
Lead scoring which consists of assigning a score to the prospect according to their degree of involvement on your site and their maturity for the purchase. Each interaction is worth points. When the previously defined score is reached, the prospecting tool automatically triggers the relay between marketing and sales.
- Management of commercial actions
All the information collected and then stored in the databases will be used to contextualize contact with prospects. Subsequently, with the software, you will be able to establish dashboards to monitor the results of operations in real time and, if necessary, readjust.
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Which software to choose?
There are several types of prospecting software on the market. Depending on the purpose of your needs, and the type of prospecting you wish to implement.
- Free software
Overall, free software is worth it if you can't yet invest in paid software. However, they have limitations on certain points. Particularly in terms of data security and functionalities .
- Paid software
Here are some selections of paid software:
ByPath,
ByPath relies on Big Data associated with data from the Kompass . They analyze data collected online: social networks, blogs to qualify leads . You know the levers of influence on your contacts to close sales.
ByPath, in a few figures: 200 million contacts, 12 million companies, 200K sources, 20 million emails, 60 countries covered.
Corporama,
Corporama intelligent B2B database to qualify a prospect base. More than 2,000 marketing and sales directors from SMEs and mid-sized companies use the platform. The business intelligence integrated into the platform crosses data from a database of 11 million prospects with 60,000 sources of information. It uses the 35 search criteria available to segment. Corporama is interoperable and allows you to track prospects with up- to-date information . This solution is recommended for sales managers with a large market scope.
Decidento,
Decidento Big Data data . In figures, there are 72,000 business signals detected per year and 3,500 filter keys available. Its advantages: contextualized data, sectoral and competitive monitoring, personalized support.
Decidento ensures the qualification of prospects associated with the management of consents for compliance with the GDPR .
Lead,
Lead generates your own leads by identifying those who have already expressed interest in your site. It then segments your audience by profile based on industry, geographic area and browsing behavior.
The API (included in the offer) is available to guide you in connecting Lead with your other tools, in particular to synchronize your data with your CRM and promote sales automation.
Easybusiness,
Easybusiness is a database of more than 16 million businesses around the world. It crosses your searches with more than 60 filters.
Easybusiness allows you to create your tailor-made search lists . The data is hosted in France.
Predicted by Sparklane,
Predict by Sparklane accelerates your commercial prospecting. It exploits your market globally. It saves time thanks to predictive scoring .
Predict offers great interoperability with CRMs like Salesforce or Microsoft Dynamics . Concerning the security of your data, it is hosted in France, benefits from the best security standards and is backed up daily.
Visible
Visiblee is double-edged: generates qualified leads for salespeople, and identifies visitors to your website.
The features offered by Visiblee allow you to: identify your visitors, obtain their contact details, enrich your contact databases, approach interested prospects, and carry out lead nurturing . Prospecting tools make the work of salespeople easier . By concentrating the energy and time of your salespeople on the personalization of commercial actions, your sales and incidentally your turnover can only increase.
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