To increase your company's revenue, adopting a sales strategy is essential. Prospecting is a crucial step in this strategy. It's a task that requires organization. To ensure effective planning, you need the right tools: prospecting software .
What does prospecting software ?
Prospecting software is a tool that assists you in managing your prospecting files. It clarifies the process of finding new prospects. It centralizes information and automates part of the process to generate qualified leads and convert them into customers. It's a comprehensive system for optimizing your sales activity.
In concrete terms, this software supports you in: centralizing data, defining the outlines of your prospecting plan, targeting your prospects, segmenting your contact database, tracking the history of your prospecting for each contact, monitoring your prospecting campaigns and the overall management of your commercial activity .
Why use prospecting software?
When computers first appeared, databases were managed using Excel spreadsheets. Now, with technological advancements and the widespread adoption of the internet, it's possible to work with SaaS software . This software operates online and allows you to create, rent, purchase, and update prospecting files. This is done electronically, and in some cases, even automatically. Prospecting files improve your understanding of contacts through the data they contain. These prospecting files form the basis of your strategy. Indeed, you will organize your prospecting plan based on the information contained in these files.
In short, prospecting software guarantees the consistency of your prospecting actions.
The features of prospecting software
The prospecting software builds a database of prospects . It groups information on contact profiles (identity, company, email address, etc.) and their behavior (interactions, lead scoring, etc.). From this database, you can segment your leads according to your criteria and manage your prospecting efforts.
- Marketing campaign management
Prospecting software facilitates marketing activities by:
Marketing automation emails are automated email sequences sent to prospects to nurture them and assess their purchase intent. Your sales team is more effective with prospects who are further along in the buying cycle.
Lead scoring involves assigning a score to prospects based on their level of engagement on your website and their readiness to buy. Each interaction is worth points. When a predefined score is reached, the prospecting tool automatically triggers the handover between marketing and sales.
- Management of commercial actions
All the information collected and stored in the databases will be used to contextualize contact with prospects. Subsequently, using the software, you will be able to create dashboards to track the results of operations in real time and, if necessary, make adjustments.
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Which software should I choose?
Several types of prospecting software are available on the market, depending on your specific needs and the type of prospecting you wish to implement.
- Free software
Overall, free software is a good option if you can't yet invest in paid software. However, it does have limitations in certain areas, particularly regarding data security and features .
- Paid software
Here are some selections of paid software:
ByPath,
ByPath leverages Big Data combined with data from the Kompass . They analyze data collected online—social networks, blogs—to qualify leads . You understand the levers of influence you can use 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 for qualifying leads. More than 2,000 marketing and sales directors from SMEs and mid-sized companies use the platform. The platform's integrated business intelligence cross-references data from a database of 11 million prospects with 60,000 information sources. It uses 35 available search criteria for segmentation. Corporama is interoperable and allows for lead tracking with up- to-date information . This solution is recommended for sales directors with a large market reach.
Decidento,
Decidento collects, sorts, and synthesizes Big . In figures, this translates to 72,000 business signals detected annually and 3,500 available filtering keys. Its advantages include contextualized data, industry and competitive intelligence, and 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 shown an 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 automations.
Easybusiness,
Easybusiness is a database of over 16 million companies worldwide. It refines your searches using over 60 filters.
Easybusiness allows you to create your own custom search lists . The data is hosted in France.
Predict by Sparklane,
Predict by Sparklane accelerates your sales prospecting. It leverages your market globally. It saves time thanks to predictive scoring .
Predict offers excellent interoperability with CRMs like Salesforce and Microsoft Dynamics . Regarding the security of your data, it is hosted in France, benefits from the highest security standards, and is backed up daily.
Visible
Visiblee is a double-edged sword: it generates qualified leads for salespeople, and identifies visitors to your website.
Visiblee's features allow you to: identify your visitors, obtain their contact information, enrich your contact databases, approach interested prospects, and nurture leads . These prospecting tools make the sales team's job easier . By focusing your sales team's energy and time on personalizing sales efforts, your sales, and consequently your revenue, can only increase.
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