Generate leads with Datananas
Healthy prospecting is prospecting that keeps on renewing itself. Your sales actions depend on the quality of your database. How can you enrich it over time to get the most out of it? Discover all our opinions on lead generation software.
Regularly replenish your database with quality leads
Take into account your processing capacity
Sales is a long-distance race, not a sprint. Prospecting hard at time t, but not having done so in t-1, or extending it into t+1, is sub-optimal. Your sales force is what it is: with its resources and availability. It's counter-productive to carry out a one-two punch that will bring you 1,000 leads in a flash, when you can only handle 300. It's better to generate regular hits, on a scale that remains manageable in the back-office.
Generate a repetitive flow
If most companies take a piecemeal approach to sales, it's due to a lack of organization. You do a lot of prospecting, then nothing else, until the pipe becomes worrying. But the resulting lack of visibility and anticipation is risky. There are lead generation software programs, such as Datananas, that can continuously prospect on your behalf. You set your objectives: for example, to identify communication managers within companies in your region. The plug-in runs and provides you with up-to-date results. Your pipe is continuously enriched and your prospecting is organized over time.
Draw on the wealth of professional social networks
The best of all databases
Professional social networks such as LinkedIn or Viadeo are the best-informed databases available. Insofar as each person indicates his or her career path in order to build an online CV (Curriculum Vitae), it has become the richest and most up-to-date CV library there is. Why would you prefer to use contact databases purchased elsewhere, when you can't be sure they're as good?
Programs to lower the barriers
If these social networks are the richest in terms of data, access to them is not immediate. LinkedIn, for example, protects information about its users, and will only let you get in touch with someone if he or she is in your network: the relation of one of your relations. The same goes for retrieving e-mail addresses: it's not a feature we offer at first glance. But given the high stakes involved, extensions have been developed to guess, verify and export professional e-mail addresses. Without the need to upgrade to the LinkedIn Premium version, which is not free, or to subscribe to Sales Navigator, whose filters are more precise.
A tool for generating qualified leads
A software package like Datananas doesn't just return emails like contact@entreprise.com. Its role goes further: it will identify the personal contacts of people working in the company. By exporting their professional email, it enables you to contact the right person directly from their mailbox. The export can be done in CSV format, but can also be integrated into your CRM. Datananas' APIs enable it to interface with a wide range of software, including Salesforce, Sellsy, Sugar CRM and Agile CRM.
A CRM that's useful in every way
The raw material for your closing scenarios
By adding Datananas to your CRM, you can automate your sales prospecting process. You can generate a regular influx of 100 to 200 leads, for example: sufficient volume to renew your pipeline, while remaining operationally exploitable. The marketing department, or the sales staff themselves, program their actions to bring the new leads into the conversion tunnel. An initial e-mail may be sent, followed by a proposal for a telephone appointment, for example, or a follow-up.
The legal framework
From a legal standpoint, commercial canvassing is governed by a number of rules. These are laid down by the CNIL (Commission Nationale de l'Informatique et des Libertés). Every company must comply with them. And that means keeping abreast of developments, so that you're aware of your rights and obligations in this area. Unless... you use a software package that takes care of this for you! With Datananas, you'll be reminded of your legal obligations, so you can keep your actions on track. If it's important to worry about opt-in, for example, it turns out that you're exempt from it in the context of BtoB prospecting. As long as the content addressed to the person is related to their function, you are entitled to use their professional email.
A tool such as Datananas, capable of generating lists of qualified, up-to-date contacts, is an invaluable aid to any sales approach. Whether for a large company or a start-up. A powerful prospecting lever, such a software package helps to structure a company's sales organization, over time and in line with its objectives.
Article translated from French