Anyone can do the act of selling. You could be in sales. I could be in sales. I probably wouldn’t be the best at it considering I don’t have any former sales training or experience. That’s my point though: being in sales doesn’t mean you’re a good salesperson if you don’t do it right.
One of the biggest mistakes a salesperson might make is skipping the first steps in the sales process: Strategic Prospecting & Research.
Prospecting is simply looking for customers. Strategic prospecting is identifying potential and qualified customers. Big emphasis on “potential” and “qualified.” There’s no point in contacting people who aren’t even in your target market. Salespeople could waste hours of their time contacting random consumers when they could be much more effective creating solid leads who have a need for their solution.
So, do you agree that strategic prospecting sounds good? That’s the first step in improving your sales strategy. Next step is actually prospecting. What does that mean?
Although there are a few ways to prospect effectively, researching on the web is probably the most accessible for most. I would say this is the “cheap” and “low-cost” route, but it is very time-consuming. Is it really saving money when you end up spending hours digging for prospect information when you could be working on other initiatives? (Answer: no.)
But what’s an alternative to time-consuming online research? Well, large companies are able to afford data subscriptions with Data.com or InsideView. This is cost-effective when you’re making enough to spend on market intelligence.
For the smaller businesses that use Salesforce as a CRM solution, the alternatives are Data.com Clean or DataAmp, our newest solution. Let’s discuss a couple major differences between the two.
One difference is the functionality. Clean does exactly what its name implies: enrich existing records within your CRM. DataAmp allows you to enrich and import new records from the InsideView database.
The second difference is the pricing. Clean costs $25 per user/month, and like Salesforce itself, it’s billed annually. That’s easily $300 to pay upfront for a single user. If this price is no problem and you only want to enrich records, Clean might work fine for you.
DataAmp has a unique pricing model where you pay per record. No upfront fees. You just pay for the data you use monthly. Enrichment costs approximately 60c, and importing a brand new record costs approximately $1. An additional bonus feature is the ability to import Company & Contact records simultaneously.
Check out how easy DataAmp can be:
Contact us using the form below if you want to learn more if DataAmp is the right fit for your prospecting strategy.