Frequently Asked Questions

What are the benefits to using ProspectFinder?

1)      A continuous flow of more relevant leads to the sales organization
2)      The ability to prioritise better in existing sales pipe, by starting with those prospects that recently have shown a obvious purchasing behavior
3)      Intelligent cross sell opportunities, by filtering out companies that have purchased from us before, and now have shown interest in another product.

Can we do this ourselves / without Enecto?

No! Enecto’s unique database (D&B Company information matched with IP number) is key for enabling a systematic sales approach on web visitor information. In addition to this, Enecto has developed it’s interfaces in close cooperation with the world’s most qualified sales organizations, such as IBM, Monster and Lawson Software.

Is all the information (about web visitors) interesting?

No! In every project, we filter the information together with the customer with regards to specific target group, behavior on the web etc. Some of our customers distribute only 5-10% of the visiting companies to the sales organization.

What do we do with the information?

Most companies use the information for some kind of outgoing call activity.

The calls is normally handled in the same way as regular cold calling (with higher hit rate).

The salesperson does not look for the person who visited the website, but for decision makers (just as if it was a regular sales call)
The salesperson does not refer to the web visit. However, if this subject comes up it is recommended that you are open with the fact that you are using a tool that enables you to track companies (not persons) interest on the web. This allows our clients to be more efficient in their sales and marketing initiatives.