Prospecting

1. 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.
2. In today’s world, competitive advantage for sales organizations depends largely upon
the ability to successfully capture, manage, and analyse massive volumes of customer
data that contains insights into customer behaviours and buying habits. Data
enhancement means to build out your existing prospect profiles with more depth such
as:
 Email addresses
 Mailing addresses
 Phone numbers
 Geographic information
 Demographics or firmographics
 Industry

3. CRM technology manages customer and prospect data which contains valuable
information regarding customer behaviour and buying habits.

4. Top prospecting apps are available to allow your business to plot the nearest customers
and prospects in your database on one map.