What is Prospect data? Tips to use it for more Sales

Have you ever faced customers who are interested in your products but are not making an effort to purchase them?

Well, here is when prospect data comes into play!

Prospect data delivers details about customers and companies that you can turn into your future customers and build a list of potential customers for the business.

Sounds interesting? Let’s dive in!

What is Prospect data?

Prospect data is all the data that is collected by the business about potential customers who are interested in your products and services but still haven’t made a move to purchase them!

Companies can use prospect data effectively by gathering this information and managing it properly. To manage this data, you can use management tools or CRM systems. These tools will help your team to keep track of the prospecting state and create personalized marketing journeys. 

The purpose of this data is to provide a better understanding of prospects and help your business to have a dynamic personalization for your marketing efforts, a better understanding of your customer’s professional needs, enhance conversion rates and convert more leads into actual customers.

What Are Examples of Prospect Data?

For starters prospect data can include demographics, contact information of potential audiences like name, company name, email address and phone number, their buying behavior, and their engagement pattern. You can see that paying attention to these types of data will help you build a better understanding of your potential customers and their exact needs.  

Types of Prospect Data

To be exact, with types of prospect data, you can say that there are three important types of data to prospect. Beginning with:

Prospect engagement history

This data type refers to all the interactions and communications between customers and businesses over time; it includes details like emails sent, calls made, any messages, website visits, or social media interactions. The goal of having the prospect engagement history is to understand the level of interest over time and previous interactions so they can personalize the methods and strategies for the next interactions.

Prospect demographics

The next type is prospect demographics, which refers to characteristics of potential prospects like name, age, gender, occupation, etc. Demographics will help us to segment and target your potential customers more effectively to understand them better and communicate with them on a more personal level. Also, combined with other types of data prospecting, demographics will help us to maximize your sales opportunities.

Prospect pain points

This type of prospecting data refers to problems or challenges that your potential customers are facing. By identifying these pain points, you can make your products and services address them and provide solutions to customers. Understanding pain points will help you to understand Prospect’s struggles, and by answering those struggles, your sales team can present your products as valuable solutions to targeted customers and build a stronger customer relationship.

How to use prospect data? 

Using prospect data in the right way is essential for B2B data prospecting. If you have your data ready but are not sure yet how to use it, here is how you can start utilizing it more effectively:

Define Your Objectives and Prospect Profiles

It’s only crucial to define your objectives and create prospect profiles to understand your potential customer needs better and what you are trying to accomplish by addressing them. You need to be clear on what you are trying to achieve and what your purpose is on this journey because, based on your objectives, you may need different prospect profiles.

Since prospect data is a document that defines the main information about a potential customer or a company, you should have our objective first in mind. For example, suppose you are creating a prospect profile for your marketing team. In that case, you may want to focus on prospect demographics that describe the characteristics and behaviors of customers, but creating a prospect profile for a company is different because you need to focus more on the occupation and industry of the customer rather than on behavior or characteristics. 

Integrate Data into Your Systems

Now that you have defined your objectives and have a clear, ideal prospect profile, you can move on to integrating data into your system. Integrating prospect data into your management system will help you build strong strategies because once data is integrated, you have a holistic view of the Prospect to understand it better and make decisions. 

By centralizing prospect data into one system, your organization will be able to effectively manage your leads, monitor prospects’ behavior, and track your interactions with them will lead to a great impact on your sales process.

By integrating prospects into your systems, your sales team can view the prospect journey and monitor their approach closely while keeping the data organized and accessible. Also, with an integrated system you can automate repetitive tasks to save time and effort for your team, helping them to focus more on high-priority tasks. 

Enhance Lead Scoring and Qualification

Now that you have an integrated system for your prospects, It’s time to enhance lead scoring and lead quality. You can start the lead-scoring process by assigning points to prospect behavior or attributes to create a system that helps you identify the best leads. Lead scoring will help your sales team to focus their efforts on prospects that are most likely to finish the customer journey, this will help your team to be more productive and successful. 

By understanding the challenges and goals of prospects your sales team can decide whether this Prospect aligns with your ideal prospect profile or not. This process will help you avoid unqualified leads and prioritize your efforts on high-quality leads that will increase your conversion rate.

A study shows that a 10% increase in lead quality can boost sales productivity by 40%, making lead scoring essential for measuring qualification and determining sales-readiness.

Improve Marketing Campaigns

Now that you have increased lead scoring and qualification, it’s time to improve your marketing campaign. Prospecting will help you to target the right audience and tailor your messages based on their profile, which will higher your conversion rates, leading to an improved marketing campaign. 

Since now, you are only focusing on relevant and high-quality leads for your marketing campaigns, you’ll be saving your marketing team time as well as decreasing the cost per acquisition. By regularly using prospect data for your marketing campaigns, it will be possible to see the shifts in customer behavior or uprising trends to further develop marketing strategies for your campaigns. 

Enrich CRM Data for Better Sales Insights

One of the best ways to connect external and internal data together is inside a CRM system. Using a CRM allows you to keep records of prospects and keep them updated. CRM allows you to enrich prospect data for better insights. 

To start this process, you can first start by combining disparate prospect information into one central source and then move on to lead scoring on your information because you have a vast view of the data now. Keep track of communications and team performance to maximize conversion rates. You can personalize your sales outreach by filtering your customer profiles to target a specific segment. 

By using prospect data you can enrich your CRM data effectively and gain better sales insights to better connect with potential prospects and develop a fruitful business relationship. 

Use Account-Based Marketing (ABM)

When you are converting leads, Account based marketing is one of the most effective ways. ABM will help you to target specific prospects and turn them into real clients. Also, you can use prospect data to determine where your accounts are in their journey to purchase your products. 

B2B marketers can use ABM to sort and filter prospect accounts and focus on most promising ones. With help of ABM you can find ideal leads and personalise marketing interactions with high quality prospects. By using prospect data in ABM you can drive engagement and raise conversion rates.

Benefits of Using Prospect Data

If you are looking for a successful sales strategy, using prospect data is one of the essential steps you need to take, as it provides you with valuable insights about potential customers. With data prospecting your sales team can personalize their approach and reach more and more ideal customers. As you can see there are many benefits for using prospect data but let’s go through with the top three one:

Enhanced Lead Quality

As we know by now, prospect data provides rich information about potential customers, their social media profiles, industry, pain points, and purchase behavior. A key aspect of prospect data is that it provides quality data, meaning that when using prospect data, the quality of your leads will improve, resulting in well-informed decision-making. 

With prospect data and using the right tools, your organization can enhance lead quality and gain better insight into potential customers. By updating outdated information and fixing inaccuracies in data, your marketing team can focus on leads that are more likely to turn into actual customers, so no more wasting efforts and resources on low-quality leads with the help of prospect data.

Increased Sales Efficiency

Prospect data helps you to focus on personalization, like setting up personalized email campaigns that are aligned with the specific needs of your prospects. By addressing their true needs, pain points, and challenges, you are making your campaigns more relevant and effective. 

Approaching your customers with prospect data can build a stronger relationship, resulting in higher conversion rates as well as building trust and credibility that you can use in order to convert them into sales opportunities. This will shorten the sales cycle for your team; when your sales team has access to detailed insights and high-quality leads, they can address them with ease and in no time. The peed-up process will increase your sales efficiency, and your team will focus on more promising opportunities. 

Better Customer Insights

Prospect data can provide you with meaningful insights that will drive success. By looking at customer feedback, and identifying pain points, trends, and challenges, your business has access to actionable insights that will help to understand customers better, win the competitive edge, and make more successful strategies. 

By utilizing clean data and visualization tools, you can understand the prospects better and reach better customer insights that will guide you through your marketing strategy and help your team enhance customer relationships. With using prospect data effectively, making well informed business decisions will be an easy step to take.

Best Prospect Data providers

Best prospect data providers can provide you with insights into your potential customers in no time. These insights can help to generate high-quality leads, target potential customers, market research, and enhance your decision-making process. Here, we will go through the top prospect data providers available on the market. Let’s get a peek into each one based on their key features.

AI Ark

One of the best prospect data providers is AI Ark, providing your business with high-quality and up-to-date data. AI Ark provides you with AI-driven insights to be ahead of your market and create a winning business strategy.

Features

• Similarity search: This feature uses AI to identify clients that resemble your potential customers so you can effortlessly expand your reach. This way, you can ensure that every Prospect turns into your potential customer in no time.
• Semantic search: This feature generates a keyword-driven lead list for you; this will allow you to find your target companies by keywords for targeted marketing efforts. 
• Company search: If you are struggling to find the right B2B matches, this feature will allow you to connect with decision-makers within organizations instantly. Filter by location, industry, company size, etc, to find the exact matches that you are looking for. 
• People search: if you are trying to target your B2B audience effectively, this feature is the one you are looking for. By smarter targeting and faster connections your business can make a successful B2B strategy. 
• Enrichment API: This feature will help you find the true potential of your B2B strategy by updating your existing data seamlessly and getting ahead of the competition. 

Pricing

AI Ark offers flexible plans for which you can select one based on your business needs. Here at AI Ark, we even offer a free plan for you to see if AI Ark’s features align with your needs. AI Ark even has a custom plan available for you to select your credits based on your needs, and by selecting the annual subscription, you can get 20% off. 

Cognism

Cognism is a great lead generation and prospect data provider, especially if you are looking in the European market; Cognism can provide you with high-quality B2B data. This data provider is best for larger teams who want to reach key decision makers. 

Features

• Global Contact Database: With access to this vast and up-to-date database, you can gain access to phone-verified phone numbers and emails to contact the majority of your list.

• AI Search Functionality: With this feature you can list faster with the power of AI Search capabilities and quickly identify and connect with your potential prospects. 

• Intent Data Integration: Make your integrations easier with CRMs and sales engagement tools. This feature allows you to identify market accounts and enable engagement.

• Seamless Integrations: With this feature instantly schedule CRM and CSV enrichment to streamline your workflow and enhance your team productivity.
• Compliance Assurance: This feature helps you to confidentially use data and have International coverage by EMEA, NAM, and APAC.
• Chrome Extension: The Chrome extension of Cognism allows you to have faster and easier access to features you may need the most. 

Pricing

Cognisim offers different packages to meet your unique business needs, but to get the exact amount of prices, first you need to fill in the form and get in touch with them.

Apollo

Apollo is one of the prospect providers that has converted over 210 million contacts at over 35 million companies. It helps your team to discover leads successfully. 

Apollo is designed to streamline the sales process and lead generation for your organization at no time. It will automate capabilities to scale a better outreach.

Additionally, if data security vulnerabilities matter to you and are a concern for your business, it is important to note that Apollo.io experienced a data breach in 2021.

Features

• AI Assistants: Apollo’s AI tools help you to personalise and automate your campaigns according to your needs easier and in no time. 
• Multichannel Outreach: With Apollo, you can reach your audiences through multiple channels, from emails to Linkedin; this feature will help you to optimize your outreach efforts.
• Chrome Extension: Access all the information you need easier with the Chrome extension; this will simplify your process of accessing information with just a few clicks.
• Workflow Automation: If your repetitive tasks and processes are taking up your time, this feature will make things easier for you by automating these repetitive tasks. 
• Data Enrichment: With continuous enrichment, keep your data rich and actionable to focus on high-value information and activities.

Pricing

Apollo has a pricing plan to support businesses of different sizes. These plans are based on credits per user and each plan offers various options that you can decide based on your business needs.

Zoominfo

Zoominfo is another great prospect data provider, especially if you are looking for providers in the USA. It utilises business AI tools to provide your business with comprehensive information that will lead you to your most valuable B2B buyers. 

This Platform delivers B2B data & AI that grows your pipeline and accelerates your organization’s growth and productivity.

Features: 

• Advanced Search Functionality: This feature enables you to focus on prospects based on different criteria that you are targeting your customers based on them to better reach your prospects. 

• Real-Time Data Enrichment: Ensure the accuracy and reliability of your data with this feature to keep your information up to date for better future decision making.
• Sales Intelligence Tools: These tools provide you with insights into signals, changes, and trends to help you understand your market better and take a more strategic approach. 
• Engagement Tracking: This tool is useful for you, to follow up your strategy more effectively; with this feature, you will be able to monitor engagements with your prospects. 

Pricing

Zoominfo offers three different plans for businesses that each have specific features. You can view the options and select the right plan that suits your business needs. To access the specific pricing for each plan, you need to fill in their form and connect with them first.

Lusha

Lusha is a solution that uses AI-integrated sales intelligence to filter out capabilities that will make it easier to search through prospects more effectively.

This provider will assist you in discovering business opportunities more accurately and connecting your organization with key decision-makers instantly.

Features: 

• Data Enrichment: This feature on Lusha will help you enrich your data on any CRM by using URLs or contact emails. 
• AI-Powered Prospecting:  Use the advanced filters to personalize your prospect list or navigate any company site to contact anyone in a few minutes.
• AI Recommendations: This feature will help you generate AI prospect lists or use natural language queries to search for relevant leads.
• Browser Extension: Open this extension on LinkedIn, sales force, or any website to help you access contact info or website info with minimal effort.
• Engagement Automation: Automate your engagement efforts with Lusha to have access to AI-powered email sequences for easier communication and a simpler prospecting process.

Pricing

Lusha offers four different pricing plans, starting with a free plan that offers you 70 credits per month. Other plans include pro, premium, and scale. Each one of these plans has its own credits and other options; based on the plan, the pricing varies. You can view the prices and plans and select the one according to your business needs.

How is Prospect Data Collected?

If you want to save time and reach your potential customers who are highly likely to buy your products, collecting the right prospect data is very important. Several strategies can be used to help us collect prospect data.

• Social media: Social media platforms can help you to gather valuable information on your potential leads. By engaging with these leads and tracking their behavior on social media platforms we can learn more about their needs and preferences.

• Contact forms: Use Forms on your website to collect information from customers and visitors on your website.

• Questionnaires: Questionnaires and surveys will help you to ask specific questions and gather the data you are looking for from your leads.

• Chatbots: By using chatbots on your website, you can collect prospect data in real-time from potential customers. 
• Purchase data: Analyzing the purchase history on your website will help you to identify new prospects and target them later.

Conclusion and Marketing for AI Ark

Collecting valuable prospect data can be challenging with the vast amount of information that we are facing daily. 

Don’t gather information all by yourself; let the AI do it for you!

AI Ark is here to provide you with rich and valuable prospect data because, with AI-driven tools, we can help your business overcome the challenges of conventional methods and drive more valuable insights. 

Get a demo today and discover the data that has been waiting for you!