The propipelines.com Academy Becoming a better saleperson

When and how to use prospecting lists

Prospecting lists are Excel-like sheets available inside no crm.io. They are mainly used to work on a large number of unqualified leads, aka suspects. You can work on these contacts exactly like you would on an Excel document or any other spreadsheet; however, once a suspect is qualified, you turn it into a lead in the system with a single click.

Prospecting lists can also be used to start a brand new list of suspects inside the service so that you don’t have to use two different services.

In addition to this, prospecting lists can be used to import existing qualified leads you may already have. Despite this, it isn't possible to turn all the rows of a prospecting list into leads en masse, as we want to make sure you only create qualified leads.

At no crm.io we believe that (most of the time) a sales person shouldn't manage more than 100-150 qualified leads at the same time. This is because it's very difficult to maintain a personal relationship with someone above that level. That's why prospecting lists are useful; they enable you to pick and choose which suspects you wish to turn into leads, without losing sight of the rest.

Next post: Only Turn a Row into a Lead Once the Contact is Qualified

Table of contents

  1. Organizing your sales activity
    1. Our Philosophy
    2. Suspects (Unqualified Prospects) vs. Leads
    3. Prospecting Lists, Leads & Client Folders
    4. Status vs. Sales Steps
    5. Defining Key Information on Leads
    6. The Importance of Categorizing Your Leads
    7. Managing Multiple Contacts in the Same Company
    8. Admin, Team Manager & User
    9. Customizing Your Account Interface
  2. Organizing Your Daily Activities
    1. Build the Perfect Setup for your Sales Team.
    2. Every Morning, Know Exactly What Leads You Need to Work On
    3. Follow Up the History of Your Exchanges & Bcc Email Conversations
    4. Set Reminders and Synchronize Your Account with Your Calendar
    5. Sort Activities for a Better Understanding of Your Leads
    6. Extended, Compact & Pipeline Mode
    7. Create Several Pipelines to Analyse Different Sales Processes
    8. Make your Most Important Leads Stand Out
    9. Find Leads by Using Filters
  3. How to Win at Cold Prospecting
    1. How to Organize your Prospecting and Cold Calling
    2. When and How to Use Prospecting Lists
    3. Only Turn a Row into a Lead Once the Contact is Qualified
    4. The Importance of Using Column Names
    5. Magic Columns
  4. Working on the Go
    1. Mobile App
    2. Using the Speech Recognition
    3. Scan your Business Cards
  5. Adding Leads from External Sources
    1. By E-mail
    2. From your Partners
    3. From a Contact Form
  6. Follow up your Business Activity - Understanding How it Works and Collaborating
    1. How to Manage Your Sales Team Efficiently?
    2. How to Implement an Activity-Based Sales Strategy?
    3. Analyze your Activity by Category or by Salesperson
    4. Analyze your business and sales team performance
    5. Find the Leads That Have Been Pending for too Long
    6. ROI of Specific Actions, or of a Specific Month Activity
    7. Using the Activity Feed to Manage your Team
    8. Follow the Sales Activity Every Morning Thanks to the Daily Activity E-mail
    9. Exporting your Data for Reporting or Marketing Purposes
  7. Manage your Existing Customers
    1. Following up on your Won Clients
    2. How to Manage Upsells and Renewals vs Post-sales Process
  8. Connect propipelines.com to Other Apps
    1. How to Connect: Zapier, API & Direct Integration
    2. Send Notifications or Fire Actions Based on Events
    3. How to connect Pro Pipe Lines to your own Information System
  9. Rolling out Pro Pipe Lines in your company
    1. Framework for a successful rollout
    2. Guide to a successful onboarding of your team