How does Intelligent Prospecting Help?

Prospecting is critical to ensure that the business generates sales and revenue...but what really is intelligent prospecting? Does your company need it? This blog-post answers these questions and more...

Intelligent prospecting is the process of studying a prospects' behavior and pursuing them accordingly. It involves tailoring the marketing process to complement prospect behavior. Technological progress has impacted the sales cycle. In fact, power in a B2B sales transaction has shifted towards the buyer to such an extent that experts are now referring to the sales cycle as the 'Buying process'. In this scenario, intelligent prospecting solutions provide the sellers with key prospect-data that can help them nurture leads effectively and close deals faster.

Intelligent prospecting solutions offer companies an insight into lead behavior. For example, by deploying an intelligent prospecting solution, the business would be able to track the online behavior and activities of the recipients of its marketing efforts. For example information such as Did prospect A receive an e-mail from the company? Did they open it? Which product did they search for in the company website?

Based on the prospect reaction and activities, the marketing and sales teams can optimize their strategies to suit prospect A. Thus intelligent prospecting allows businesses to engage in well-directed marketing and sales campaigns that are likely to boost sales and revenue.