Generate leads with Datananas
Healthy prospecting is prospecting that is constantly renewed. Your sales actions depend on the quality of your database. How can you enrich it over time so as to get the most out of it? Find out 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 at full speed at time t, but not having done so in t-1 or extended it to 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 because they're not well organised. You do a lot of prospecting, and then nothing until the pipe becomes worrying. But the resulting lack of visibility and anticipation is risky. There are lead generation software packages, such as Datananas, that can continuously prospect on your behalf. You set your objectives: for example, to identify communication managers in companies in your region. The plug-in runs and gives you up-to-date results. Your pipeline is continuously enriched and your prospecting is organised over time.
Draw on the wealth of professional social networks
The best database
Professional social networks such as LinkedIn or Viadeo are the best-informed databases there are. Insofar as everyone uses them to describe their career path and build their CV (Curriculum Vitae) online, they have become the richest and most up-to-date CV library there is. Why would you prefer to use contact databases bought elsewhere, when there is no guarantee that they are of the same quality?
Programmes to lower the barriers
While 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 they are in your network: the relationship of one of your contacts. The same goes for retrieving email addresses: this is not a feature offered at first glance. But given the high stakes involved, extensions have been developed to guess the business email, check it and export it. 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 won't just send you 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 in their mailbox. The export can be done in CSV format, but can also be integrated into your CRM. Datananas' APIs allow 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. This means you can generate a regular influx of 100 to 200 leads, for example: enough to renew your pipeline, while still being usable from an operational point of view. The marketing department, or the sales people themselves, programme their actions to bring the new leads into the conversion tunnel. An initial email may be sent, followed by a proposal for a telephone meeting, for example, or a follow-up.
The legal framework
From a legal point of view, 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 to keep you informed of your rights and obligations in this area. Unless... you use a software package that takes care of this for you! Datananas provides a reminder of your legal obligations so that you can keep your actions on track. While it's important to be concerned about opt-in, for example, it turns out that you are exempt from it in the context of BtoB canvassing. As long as the content sent to the person is related to their job, 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 you're a large company or a start-up. A powerful prospecting lever, such a software package helps to structure the organisation of a company's commercial side, over time and in line with its objectives.
Article translated from French