How to find sales leads in your contact database

Use Proactive filters to find sales opportunities


Proactice is a really great tol for finding sales opportunities in your contact database. I'm just going to give you a couple of examples.

First of all, we can filter all our contacts by whether we've actually had a sales opportunity with them or not. So if I click No, then we've got 132 from 148, then I can filter down by type. All these types, like a lot of data in Proactice is user definable. So you can create whatever type you like. I've got the prospects, I've got 29.

Now, what I've done is I've filtered everything down to a workable list. So for example, I've got all the email addresses, I have the phone numbers, I've got some notes just here. But also, I can click the Actions button. And I can, for example, send them all an email on as part of a mail shot, Proactive has got mailshot functionality. So I click on here, and then I just fill out the field fields on this form. And then off they go.

Also, I can export their email addresses. So I might want to use the emails in a different application.
I can export the contacts to a spreadsheet, or I can add them to a list. So that's number one.

Another way is that we can filter by our products and services. And we can have a look at who's bought this and who has not bought this. So for all the customers, we can contact with them quite easily here, or we can go back into the actions and send them an email, etc.

So we can find all the customers for a given product that we've sold, or those that we have not. And again, we can filter by type or by source where the contact came from. We will come onto lists in a second.

We can filter the database by list. So let's have a look at all my networking leads. And then we can say which of those have we never had a sales opportunity with. And we can work with those, we can work down the list of email addresses, we can call them, we can put them on mailshot.

We can also work with lists, for example, we can say all of those people that we've not actually found. So let's say this list all the people I met at this conference. And then I can select an activity type, we can define our own activity types in the system. And I'll get a list here. And these are the people on that list that I put onto that list, who I have called, and all the other ones that are people that I haven't called. So I can give them a call, or whatever the activity might be, for example, send them an email, connect with them on LinkedIn, or any other type of activity that you can think of that would be a way of keeping in touch with your contacts.

From here, by the way, we can actually see the details of past phone calls that we've actually had with these contacts.

We can get all of our contacts, and we can say, I'm interested in people that live in Bristol that have never bought this particular service. So everybody in Bristol, or any city really Manchester.

Proactive also has user definable fields. So we could define a field as region, say, for example, east, and we can filter all our contacts. So we've got 10 there. And from there, we can have a look at all those that have not bought this particular service or product. And we can work with that list.

We could define one of those fields as the type of widget that they are a prospect for, we can filter those we can find all of those prospects. And you know, we can work with those people. We can send them an email, we can call them, we can send them we can put them on a mail shot, we can export their data and work with it like that.

Another place you might find some sales opportunities is in your list of lost sales. So if I go to closed opportunities report, I can filter all our opportunities by those that are lost, and then I can contact each of those people.

As we've seen, practice is a really excellent tool for helping you sift through all of your contacts to find those really good sales opportunities.

Published: 19/05/2021 | Last updated: 19/05/2021

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