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Business intelligence puts valuable information at your disposal to increase sales with a better prospecting process . Acquiring new customers is an effort that all companies must constantly make. When sales are going bad, it is the only way to stay afloat and when sales are going up, it is a preventive measure against the loss of customers that happens naturally every year. The great person responsible for the growth of our client portfolio is the prospecting process , as it is the moment in which we can really provide value to our potential clients. The perception of value for our clients during it is given not by the characteristics of our products or services, but by the way in which we solve their problems and needs. Business intelligence as a differentiator in the prospecting process Knowing in depth the interests and concerns of prospects today no longer depends only on the work of the sales team to obtain information and connect with them.

Having access to market trends, the digital behavior of prospects and the lifespan of current customers has become a need that is solved through the implementation of Business Intelligence tools . 4 obstacles in the prospecting process that are solved with BI To understand in detail how BI acts in the prospecting process, let's look at 4 common failures that are overcome thanks to access to the information given by the systematization Japan Telegram Number Data of information . 1. Not having a well-defined buyer profile On many occasions, marketing efforts to acquire new customers begin with a very broad audience and as responses are seen, it is about identifying aspects or characteristics that could make that prospect a potential buyer. However, this practice results in a substantial loss of marketing capital and an even greater waste of man-hours on the part of the sales team.



If you really want to make your efforts more efficient in the prospecting process, you should focus your efforts on the most profitable segments. Focusing prospecting efforts on the most profitable segments is possible through the analysis of the profitability of current and potential clients. Analyzing profitability consists of evaluating interactions with customers at the invoice, transaction and query level in conjunction with solid market and business knowledge with the support of BI and Data Mining tools . Instead of starting from what you believe are the characteristics of your potential customers, you take the data collected and translate it into a segmentation strategy focused on the potential profitability or Life-time value (LTV) of the customers. This is not only beneficial for digital advertising efforts, but also allows you to develop buyer profiles or buyer personas for which you can focus different lines of products or services adapted to their interests.
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