Smart sales prospecting refers to the process of evaluating a prospect by looking at all possible sources of prospect data, then responding to conclusions provided by that analysis. Smart sales prospecting works on the principle that not every lead is immediately willing to buy. While some may be highly interested and would like to start the buying process right away, most require more time and information. Smart sales prospecting involves providing buyers with the knowledge required to reach a decision. Smart sales prospecting enhances the visibility of your business, so that when the time arrives for the purchase decision, your prospects choose you over a competitor. Here’s how smart sales prospecting allows a business to ‘be there’ for the prospect without adopting an ‘in-your-face’ approach to it.

Better Relationship
Smart prospecting helps you learn more about your prospects, thus improving your relationship with your prospects. The more you learn about them, the more your proposition can be individualized. This enhances the value of the relationship you develop with your prospects.

Targeted Sales Efforts
Smart prospecting allows you to capture as much data as you wish about your customer/prospect and use data regarding recent purchases to promote related products, features, upsells, and add-ons. Having an all-around, in-depth knowledge of the customer enables you to cross-sell and up-sell your product to the existing customer.

Time & Activity-Based Triggers
Smart sales prospecting involves utilizing a variety of media to stay in touch with the prospects and keep a lead warm till the time it becomes sales-ready. You may find that even the most likely customers will disappear. Smart prospecting ensures that you don’t lose sight of a customer throughout the sales cycle.

Personalization
Personalized one-to-one marketing communications are much more effective than the standard “one-size-fits-all” policy. Smart prospecting lets you learn about a prospect from their digital footprint and adapt your marketing sales pitch.

Smart prospecting is the final piece in the puzzle that completes the picture of successful marketing campaign. It adds value to your customers: you anticipate their needs to develop the most appropriate solution. Deploying smart sales prospecting enhances the interaction between you and your prospects, providing a superior prospect experience every time they contact you—whether it is online or offline. This results in better prospect follow-up and even increased levels of customer satisfaction, thus enriching and solidifying your customer base.

Smart prospecting enables you to build a strong relationship with your prospects, which can go a long way when the prospects are ready to make a buying decision.