Good strategies are important to successful sales prospecting, but so is leveraging the capabilities of advanced technology. Right now, there are a lot of great tech tools available to help companies generate sales leads efficiently.
The following is an overview of some of the key ways in which technology can enhance your company’s sales prospecting results.
Automated Lead Scoring
Lead scoring is critical to your firm’s ability to invest resources in attracting the right prospects. Historically, companies used manual processes centered primarily on demographic, geographic, firmographic, and other types of profile data. Now, automation tools allow you to make lead scoring more efficient and accurate.
With lead-scoring software, you define the criteria used for scoring and the thresholds that trigger automated marketing campaigns. There is more emphasis on an individual user’s online behavior, which enables more precise and relevant campaign messages. The end result is more efficient conversions.
When salespeople are on the road, they can’t afford to waste time between calls. Typically, travel includes a mix of visits to established customers as well as prospects. Top prospecting apps are available to allow your business to plot the nearest customers and prospects in your database on one map.
With this technology, a rep can easily pull up information on prospects near their current location. This access allows the rep to make calls to fill gaps in a schedule, such as those that occur because of last-minute cancellations. Thus, reps avoid a lot of wasted time that would exist between appointments without this type of technology.
Data Axle Genie is a leading provider of data enhancement through prospecting technology. Data enhancement means to build out your existing prospect profiles with more depth, such as by adding the following:
- Email addresses
- Mailing addresses
- Phone numbers
- Geographic information
- Demographics or firmographics
Deeper prospect profiles ensure that your team calls on the right prospects for a given solution. You can develop a greater understanding of the traits of individual prospects to determine whether their circumstances match well with a solution.
A one-click dialer, such as the Data Axle Genie Dialer, can dramatically boost your sales team’s organization and productivity. Rather than having to toggle back and forth between screens, reps can make a call, view prospect company details, take notes and schedule follow-up communication with the click of a button.
There is no wasted time and activity moving between the call screen and prospect information screen. The boost in productivity could increase your communication with prospects as much as 15 percent, which would correlate to an increase in conversions as well.
These are a few of the most important ways that technology is having a positive impact on sales prospecting. Leverage these technologies to get the most value from your efforts.
As an innovator in lead-generation technology and prospecting solutions, Data Axle Genie is the partner you need. See why when you start your free trial.