35 Ideas, Methods, Templates, & Instruments to Succeed

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Gross sales prospecting is a vital pillar of any efficient gross sales course of. It’s not only a nice-to-have — prospecting in gross sales ensures that the leads you’re speaking with have an instantaneous (or potential) curiosity in an answer like yours.

However, by means of my profession in gross sales and advertising, I’ve realized firsthand that monitoring down and qualifying viable gross sales alternatives may be as irritating as it’s important. That’s why I’ve put collectively this information to gross sales prospecting strategies.

Beneath, I’ve put collectively every little thing you might want to know to navigate the prospecting course of like a professional.

Download Now: Free Sales Prospecting Guide + Templates

Right here, we’ll cowl:

Why is gross sales prospecting necessary?

Prospecting helps you join and work with potential prospects whose wants and pursuits align together with your resolution. It offers you perspective in your prospects’ ache factors, making certain that you simply’re getting in contact with contacts who can be receptive to your worth proposition.

It’s extraordinarily efficient, too. Current analysis reveals that greater than 7 out of 10 patrons need to hear from salespeople early on within the shopping for course of, and 82% of patrons settle for conferences when a salesman reaches out first. Furthermore, top-performing salespeople who interact in gross sales prospecting generate almost 3 times extra gross sales conferences than those that don’t prospect.

While you prospect efficiently, you possibly can schedule conferences with better-fit leads: that’s, individuals who have a authentic want for or curiosity in your providing. I’ve discovered that these good-fit prospects aren’t simply extra possible to purchase — they often present extra long-term enterprise too. These leads change into significantly worthwhile prospects, as they’re a lot much less possible than their worse-fit counterparts to churn shortly after closing a deal.

However how will you determine good-fit prospects? Properly, that usually begins by asking the appropriate questions. For extra perception on that course of, take a look at this text.

Prospects are additionally usually conflated with one other kind of contact: leads. As a salesman, you want to have the ability to distinguish between the 2. You and your group can be connecting with each when prospecting, and each requires a definite method.

Although they may appear comparable — for one, they each exist across the prime of the gross sales funnel — there are some necessary distinctions between prospects and leads. Let’s check out how they differ.

Lead vs. Prospect

Leads are potential prospects who’ve expressed curiosity in your organization by means of behaviors like visiting a web site, subscribing to a weblog, or signing up for a free trial. In distinction, prospects are leads who’ve been researched additional and certified. This implies they’ve qualities, potential wants, and pursuits that align with the answer you supply.

For example, let’s say your small business sells mission administration software program for rising development companies. If the proprietor of a mom-and-pop development operation that not too long ago scored a giant contract with a quick meals chain subscribes to your weblog, you’d in all probability deal with them as a prospect — not only a lead.

Relying on their {qualifications} and match, a prospect (not a lead) may be labeled as a possible buyer, even when they’ve had restricted or no interplay together with your firm. In distinction, if somebody outdoors of your goal market indicators up for a free trial, you would possibly think about them a lead, however they’d hardly qualify as a prospect.

That mentioned, regardless of their variations, the endgame when interacting with prospects and leads is identical: to nurture them till they purchase your services or products. That course of begins the second you begin prospecting, and it doesn’t finish till you shut a deal.

However how do you even start prospecting? Beneath, I’ve put collectively a easy information for getting began. Then, I’ll cowl some confirmed suggestions for locating good-fit prospects who can be extra more likely to shut.

Unproductive prospecting could be a large waste of time, and sure approaches have confirmed to be more practical than others. To get probably the most out of your efforts, I’d counsel leveraging the inbound framework — a technique that you would be able to apply to just about any gross sales course of.

That mentioned, the most efficient prospecting methodology for you is precisely that: the one for you. The prospecting frameworks, ways, and ideas that finest align together with your talent set and providing received’t be precisely the identical as these of all your friends.

That’s why I’ve additionally weaved in private prospecting suggestions and tips from the perfect salespeople I do know. Choose and select what works finest for you — and in the event you’re unsure, don’t be afraid to experiment!

1. Analysis your prospect and their enterprise to gauge whether or not you possibly can present worth.

You’re going to listen to this many times all through this publish, however you possibly can’t prospect successfully in the event you don’t qualify your prospects. Qualification is by far a very powerful side of prospecting. In any case, you possibly can’t present worth to somebody if in case you have no concept what’s worthwhile to them within the first place.

You must look to perform a number of targets on this stage of prospecting:

  • Decide whether or not the prospect is workable.
  • Qualify and start prioritizing prospects.
  • Discover alternatives to develop a connection by means of personalization, rapport constructing, and belief improvement.

2. Prioritize your prospects primarily based on their probability of turning into prospects.

It’d go with out saying, however some prospects usually tend to shut than others. So, if you wish to save your self time and maximize your deal potential, you might want to know the place to dedicate most of your effort and time — and that begins with prioritizing the appropriate prospects.

The way you prioritize your prospects will possible be particular to elements like your position, your vertical, and your gross sales org’s preferences. However no matter these parts, the elemental idea all the time boils down to at least one frequent course of: creating a number of buckets of prospects after which specializing in one after the other.

Scoring Potential Prospects

Prospects are often certified based on sure dimensions, that means that sure traits, together with elements resembling deal dimension or timing, are deemed extra necessary than others when figuring out viable prospects. These parts maintain extra weight when qualifying.

For instance, say your gross sales org prioritizes the scale of a deal above all else. In that case, deal dimension would possibly account for 70% of what makes a really perfect prospect. If timing is taken into account a related — however much less essential — issue, it would account for simply 10% of what makes a really perfect prospect.

When you’ve assigned a proportion to every high quality, you possibly can assign a rating to every dimension for every potential prospect. In different phrases, you’d assign a price between zero and 100 to every dimension primarily based on how properly a lead suits your splendid image of that high quality.

So if a lead’s potential deal dimension was excellent, you’d assign them a rating of 100 for that high quality, and if it was a fully terrible match, you’d assign them a rating of zero.

Subsequent, multiply the rating you gave every lead for every high quality by the burden proportion you’ve assigned to that attribute. So if a lead’s potential deal dimension was 50 out of 100, and also you’ve assigned that high quality a proportion of 70%, that may add 35 to the potential prospect’s rating.

Lastly, add up the merchandise of every high quality’s rating and proportion to find out the prospect’s complete rating. From there, you possibly can put collectively a listing, rating every potential prospect by their viability and permitting you to prioritize your prospecting efforts.

Clearly, that’s rather a lot to maintain monitor of by yourself. Fortunately, there are many lead administration sources that may do that routinely.

3. Put together a customized pitch for every prospect.

Each prospect is exclusive — with their very own distinctive backgrounds, pursuits, wants, and preferences — and completely none of them need to be handled like simply one other identify on a listing.

That’s why you might want to collect in-depth data in your prospects that may allow you to put collectively efficient, customized pitches and conduct thoughtfully focused outreach.

After all, you possibly can’t try this with out understanding what your prospects care about. There are a number of methods I’ve discovered that may allow you to determine that out. That features:

  • Having a look on the prospect’s weblog to study what they care about by means of the articles they’re writing and publishing.
  • Figuring out and reviewing their social media profiles. Have they got current updates or new posts?
  • Reviewing the “About Us” web page on their firm web site.

Clearly, that checklist isn’t exhaustive. There are many different methods you will get a pulse on key parts to form your efforts, together with exploring your prospect’s pursuits, what their enterprise does, the way it’s performing, the state of its {industry}, the place it stands in its aggressive panorama, and customary ache factors comparable firms face.

When you’ve realized extra about your prospect’s enterprise and position, you might want to discover a purpose to attach. Do you have got mutual connections? Has there been a set off occasion? Have they not too long ago visited your web site? In that case, which search phrases drove them to your web site? Which pages did they have a look at?

If you wish to get extra high-level together with your prep, you possibly can create a choice map to stipulate the prospect’s choices and finish targets. That may allow you to higher deal with any objections and personalize a pitch that aligns with their main aims.

4. Craft the right first contact — and make sure you’re serving to, not promoting.

As I simply touched on, personalization is vital to crafting an efficient pitch — however its utility isn’t restricted to what you say. If you wish to prospect successfully, you might want to personalize how you begin your conversations.

No matter whether or not you name or e-mail, your outreach must be tailor-made to fit your prospect’s enterprise, targets, wants, {industry}, and private preferences. To take action, hold the next suggestions in thoughts when contacting a prospect:

  • Personalize. Reference a particular downside that the prospect is encountering and supply a particular resolution focusing on that downside.
  • Keep related and well timed. Make sure that the problem the prospect is making an attempt to resolve remains to be related to them and their group.
  • Be human. Nobody likes to speak with a robotic. Including in particulars like wishing somebody a cheerful vacation or conveying how superior you suppose their firm’s product is are actual touches that enable us to determine a connection on a deeper degree.
  • Assist, don’t promote. Present worth and ask for nothing in return. This course of isn’t about us. It’s about them. For instance, as an alternative of scheduling a follow-up assembly, you might supply to conduct an audit of their digital media presence and get again to them together with your findings in every week.
  • Hold it informal. Do not forget that that is only a dialog. Keep pure, and keep away from sounding sales-y as a lot as doable. The important thing to prospecting is that we’re by no means promoting. We’re merely figuring out if each events may mutually profit from a relationship.

5. Iterate in your prospecting course of to know what you possibly can enhance.

Efficient prospecting isn’t stagnant. That you must continuously monitor, study from, and in the end enhance upon your course of, continuously refining your method and discovering a groove that may persistently ship outcomes.

Each time you interact in prospecting, hold notes all through the method. Assess which actions generated probably the most worth and which wasted time. Particularly, after every contact with a prospect, assess how properly you:

  • Uncovered challenges.
  • Helped create well-defined targets.
  • Confirmed availability of price range.
  • Understood the decision-making course of.
  • Decided penalties of inaction.
  • Recognized potential outcomes of success.

This self-reflection will allow you to enhance your gross sales prospecting strategies sooner or later.

Now, let’s have a look at a number of of my prime suggestions for qualifying prospects extra successfully and profitable extra offers.

1. Take a look at your prospects’ profession pages.

Understanding an organization’s priorities and course can inform smarter, extra focused prospecting. If in case you have a pulse on the place a enterprise is investing or rising, you will get a greater sense of its particular pursuits and challenges — serving to you form extra considerate, particular worth propositions. However the place are you able to readily entry that sort of data?

Properly, an organization’s careers web page is an effective place to begin. For instance, let’s say you promote a collection of promoting options that features a content material administration system. Should you see that an organization has job listings for a number of content material advertising roles, you possibly can tailor your pitch to spotlight the advantages of your CMS.

Alternatively, in case your prospect works for a public firm, you too can have a look at its annual monetary report (Type 10-Okay). This kind features a part known as “Threat Elements,” which you need to use to see whether or not there’s alignment between the corporate’s acknowledged enterprise challenges and your product providing.

2. Use the GPCTBA/C&I gross sales qualification framework.

There are numerous gross sales qualification frameworks, however the HubSpot group makes use of one known as the GPCTBA/C&I framework (they usually promise that it sounds extra complicated than it’s). This framework consists of the next parts:

  • GPCT (Targets, Plans, Challenges, Timeline).
  • BA (Price range and Authority).
  • C&I (Destructive Penalties and Optimistic Implications).

Here’s a breakdown of pattern inquiries to ask potential prospects for every a part of the framework:

prospecting in sales, calendar invite

Armed with this complete framework, you possibly can concentrate on making a extremely focused, related checklist of questions, serving to to make sure that each prospect you discuss to meets the standards of your fine-tuned buyer profile.

3. Classify prospects with rankings.

One other technique that I’ve discovered may be significantly efficient is to categorise prospects qualitatively with respect to their suitability. You possibly can fee them as excessive, medium, and low, like so:

Excessive

  • Matches all standards of your buyer persona
  • Has a transparent enterprise problem that aligns together with your product providing
  • Has a excessive degree of interplay together with your web site or social media accounts
  • You’ll be able to join with a decision-maker
  • You will have a mutual connection or frequent curiosity (i.e., a mutual buddy on LinkedIn, otherwise you graduated from the identical faculty)

Advisable effort: 5 touchpoints each different enterprise day

Medium

  • Matches some parts of your buyer persona
  • Has a transparent enterprise problem that aligns together with your product providing
  • Has some degree of interplay together with your web site or social media accounts
  • You’ll be able to join with an influencer inside the group

Advisable effort: 4 touchpoints each different enterprise day

Low

  • Doesn’t match your buyer persona
  • Unclear enterprise problem
  • Has had restricted or no interplay together with your web site or social media accounts
  • You’re unable to attach with an influencer or decision-maker

Advisable effort: Three touchpoints each different enterprise day

4. Subscribe to your prospects’ blogs.

Your prospects’ blogs could be a nice supply of intel into their wants and pursuits. After all, studying numerous articles may be extremely time-consuming — nevertheless it’s doable to skim by means of the newest updates and nonetheless glean helpful insights. Right here’s my method:

  • I begin by opening every fascinating publish in a brand new tab.
  • Then, I rapidly skim every publish.
  • After skimming by means of all the posts, I slender it all the way down to probably the most fascinating 20-30 posts and browse these extra totally. Importantly, it’s not nearly what I personally discover fascinating: I all the time attempt to put myself in my prospect’s footwear as I’m reviewing these articles, trying to find ache factors or trig
  • Lastly, I exploit probably the most fascinating, related data I discover within the articles to tailor an e-mail or a name to a prospect, serving to me craft extra context across the prospect’s scenario and maximize the affect of that preliminary contact.

5. Hold monitor of your prospects on X (previously Twitter).

These days, everybody’s on X (previously Twitter) — together with your prospects. Creating a listing of top-priority prospects on Twitter may be a good way to trace set off occasions and streamline the analysis course of. Right here’s the best way to set it up on X’s cell app:

  • Click on your profile image within the higher left-hand nook, after which click on “Lists.”
  • Now, click on the blue button with a listing icon and a plus signal within the backside right-hand nook.
  • Title the checklist after which set it to “Personal” so solely you possibly can entry it.
  • Lastly, add the prospects you need to monitor to your checklist. Simply seek for their accounts and click on the button that claims “Add.”

Word: You might need to make separate lists in your high-priority prospects, medium-priority prospects, and low-priority prospects.

Now that you simply’ve created your first checklist, you possibly can simply monitor your prospects’ exercise utilizing a device like HubSpot Social Inbox. HubSpot’s Social Inbox coloration codes your prospects and leads and helps you prioritize your engagement. You possibly can see what kind of content material resonates together with your prospects by monitoring their interactions, conversations, and new follows.

When you’re arrange, simply watch as this feed populates with prospect exercise. You possibly can test your feed each morning and afternoon to see if any set off occasions have occurred that might supply a worthwhile alternative so that you can join.

6. Batch prospecting periods.

One other one in all my favourite approaches is to batch my prospecting periods. Batch periods for 2 to 3 hours at a time, and take a fast five-minute break between every hour.

Use your telephone or an egg timer to set a countdown for 20 minutes, half-hour, or 45 minutes, relying on how a lot time you scheduled for the decision.

Be certain to finish the decision when the timer goes off, after which use 5 minutes for following up, 5 minutes for updating notes and administrative duties in your CRM, and a remaining 5 minutes to prep in your subsequent name.

7. Use a wholesome mixture of e-mail and telephone communication.

Relating to establishing contact, there’s no one-size-fits-all resolution. Two of the most typical modes of communication are e-mail and telephone — and whereas they each have professionals and cons, the simplest method is mostly a wholesome mixture of the 2.

Certainly, I’ve discovered that some salespeople are likely to want chilly emailing, whereas others will dive into chilly calls. It’s necessary to go together with what you’re feeling most comfy with, whereas additionally recognizing the worth of mediums that will come much less naturally to you.

First, let’s check out the professionals and cons of e-mail communication:

Electronic mail Execs

Electronic mail Cons

Emails are visible, they usually enable prospects to contemplate the supply on their very own time.

Electronic mail is a cluttered area, so it could be more durable to seize a prospect’s consideration.

Emails present prospects with satisfactory time to analysis your organization and product.

Emails are simply deleted or forgotten.

Emails can simply be forwarded to key stakeholders who could be a greater match so that you can converse with.

You’ll have to comply with up a number of occasions earlier than you get a response.

Now, let’s have a look at the professionals and cons of telephone communication:

Cellphone Execs

Cellphone Cons

Cellphone calls are much less frequent than e-mail, so they’re extra more likely to seize a prospect’s consideration.

Some prospects might really feel overwhelmed by a name and thus be much less inclined to contemplate a pitch or schedule a second assembly.

Calls instantly set up a extra intimate connection and supply salespeople the possibility to develop rapport.

Whereas intimate, calls may be seen as intrusive, particularly when unscheduled.

Calls are sometimes extra well timed than e-mail communication, they usually can cut back the time it takes to shut a deal.

There’s no assure a prospect will decide up the telephone, and voicemail can usually be as cluttered as e-mail, relying on quantity.

Profitable first-touch methods usually incorporate each e-mail and telephone to benefit from the professionals of each whereas minimizing the cons.

8. Use the BASHO sequence for emails and calls.

Gross sales chief Jeff Hoffman pioneered an method referred to as the BASHO sequence, which advocates for the next mixture of voicemails or emails to construct connections with prospects:

  • Voicemail / Electronic mail: Wait for twenty-four hours.
  • Voicemail / Electronic mail: Watch for 48 hours.
  • Voicemail / Electronic mail: Watch for 72 hours.
  • Voicemail / Electronic mail: Watch for 5 days.
  • Breakup Voicemail / Electronic mail.

Alternate between voicemail and e-mail, with distinctive messaging every time. This method permits prospects to contemplate your supply, conduct their very own analysis, and reply at a time that’s handy for them.

However, how do you permit a voicemail or ship an e-mail that prospects will truly need to reply to? Let’s dive into the do’s and don’ts of every communication methodology beneath.

Ideas for writing a heat e-mail

Should you’re trying to ship a first-touch e-mail that will get opened, listed here are some necessities to incorporate:

  • Participating topic line. The topic line has to pique the prospect’s curiosity whereas avoiding cliché hooks.
  • Personalised opening line. You must start your chilly e-mail by saying one thing in regards to the prospect, not about your small business. In any case, this course of is about discovering the prospect’s ache factors and figuring out a approach so as to add worth to their enterprise.
  • Clear connection. Now, you must make a connection. In your opening, the prospect realized why you’re reaching out to them, however now they should know why they need to care about what you do.
  • Concrete call-to-action. Recommend a concrete time to attach or ask a particular query to make it clear that the ball is of their courtroom. A few of my favourite strains are: “Do you have got ten minutes to catch up tomorrow?” or “Are you out there for a 30-minute name on Tuesday between 9 and 11 a.m.?”

You may as well attempt sending a calendar invite as an alternative of an e-mail to get straight to the purpose. Within the description part, you possibly can kind up a customized message like this:

Creator of the award-winning gross sales ebook Snap Promoting Jill Konrath suggests one other useful method: You possibly can schedule a brief, five-minute assembly to get your foot within the door with prospects whose calendars are significantly swamped.

Ideas for a Prospecting Name

Should you determine to name a prospect, I’d counsel following this primary construction for the decision:

  • Set up rapport. Don’t draw back from private conversations, like asking how a prospect’s weekend was or what group they’re rooting for within the sport tonight. These intimate touches can assist you develop extra significant relationships with prospects and improve your likeability, in flip (hopefully) making them extra possible to purchase from you.
  • Leverage ache factors. Dive into their ache factors in the course of the name. By the top of the dialog, it is best to know all of their main enterprise challenges and the underlying causes related to them. After you have an understanding of those key points, you possibly can higher place your product or providers to deal with these ache factors.
  • Create curiosity. Ask greater than you inform. This dialog is about them, about understanding their wants and issues. The much less you discuss your small business and product, and the extra you ask questions on them and their enterprise, the extra your prospect can be desirous about listening to the ultimate pitch.
  • Wrap it up. Discover a time 24-48 hours after the discovery name to ebook a follow-up assembly. Do that line: “Would you have got half-hour to comply with up this week? My colleague, John, will be a part of us — he’s an knowledgeable in X, Y, Z. My calendar’s open; what time works finest for you?”

9. Observe-up after a closed-lost deal.

Rejection isn’t enjoyable, however it may be helpful. Bryan Kreuzberger, founding father of the lead technology firm Breakthrough Electronic mail, sends a follow-up e-mail if prospects reply with a rejection. The aim of this e-mail is straightforward: Studying. You should utilize a rejection as a chance to raised perceive how one can enhance your gross sales strategies by following this template:

Hello [prospect name],

Thanks in your e-mail. I simply closed your file. I’ve a fast query as a remaining follow-up. Why aren’t you ? Was it one thing I did?

If there may be any approach I can enhance, let me know. I’m all the time on the lookout for enter.

Thanks in your assist,

[Name]

I’ve discovered that sending a easy e-mail like this will make a giant distinction, serving to gross sales groups determine flaws of their processes whereas additionally sustaining a constructive relationship with the prospect.

10. Totally perceive your vertical.

Gross sales prospecting is about identification and session. In different phrases, you want to have the ability to determine prospects who can be receptive to your efforts and body your self as a consultative useful resource to construct belief immediately in your preliminary conversations.

Your capability to ship on each of these parts begins with creating a radical understanding of the area through which you use. That you must know your vertical inside and outside — the character of the industries you serve, how these firms typically function, related technical jargon and ideas, and the most typical points that your prospects run into.

That begins with analysis. When you begin working inside an {industry} or serving companies of a specific scale, get a pulse on the extra technical points of the area. As finest you possibly can, learn the way the services or products that the companies you join with work.

It’s additionally necessary to study industry-specific terminology that you would be able to reference when speaking with prospects. That may assist set up you as an authority in your prospects’ area (as an alternative of sounding like just a few random salesperson).

Moreover, get a really feel for the way your vertical has developed by brushing up on its historical past — and keep abreast of {industry} traits by subscribing to firm blogs, industry-specific publications, or every other sources that can provide you perspective on the place the area stands and the place it could be headed.

Doing the work to totally perceive your vertical will allow you to each join with the appropriate folks and know what to say to resonate with them when you’ve bought them on the telephone.

11. Ask for referrals.

Based on HubSpot’s current survey of over 1,000 gross sales professionals, 66% of salespeople say referrals from current prospects supply the perfect leads — and high-quality leads usually change into productive prospects.

By asking for referrals, you possibly can generate a wider base of hotter, extra simply convertible contacts, giving your self a vital leg up when prospecting. When an current buyer connects you with a referral, they’re basically saying, “I feel this individual may stand to realize out of your resolution.”

In flip, you possibly can go into engagements with these leads, figuring out they’re extra possible than most chilly contacts to contemplate your providing. You may as well reference the shopper who put you in contact with that lead when conducting your outreach — a stable dialog starter that helps you develop immediate rapport.

So, how do you ask for referrals? Properly, apparent as this would possibly sound, you simply ask for them. After you exchange a prospect right into a buyer, comply with up with them and ask in the event that they know anybody else who would possibly profit out of your resolution.

In the event that they don’t know anybody straight off the bat, or if they’re reluctant handy out names straight away, wait till they’ve loved your services or products for some time. Then, when you realize they’re comfortable together with your providing, test in once more.

Now that they’ve been a buyer for a while, they could be extra more likely to put you in contact with some contacts who can be prepared to listen to you out. To sweeten the deal much more, you too can supply them some type of incentive, like a reduction or different promotions, in alternate for a referral.

With all the steps and techniques concerned within the prospecting course of, you would possibly end up spending plenty of time on menial duties. Fortunately, there are a selection of gross sales prospecting instruments you need to use to spice up productiveness and automate duties.

Gross sales Prospecting Instruments

You possibly can choose particular instruments from this checklist to make use of independently, or you need to use a number of in tandem. To find out your wants and gaps, think about which instruments you at present use for prospecting. Then, experiment with the choices beneath to find which of them work finest for your small business.

1. HubSpot CRM

Pricing: Free plans can be found

sales prospecting tools, hubspot

Greatest for: Accruing and making use of information for detailed firm insights

The HubSpot CRM has a sturdy suite of options that may cowl a spread of your small business’s wants — however with regards to prospecting, HubSpot units itself aside with its assist of detailed firm insights.

Your prospecting efforts received’t take you too far in the event that they’re poorly knowledgeable, however sorting and making use of related prospect data may be as irritating as it’s important.

The HubSpot CRM routinely populates new contact, firm, and deal data with particulars from its database of over 20 million companies. All you want is a prospect’s company e-mail handle.

So, in the event you’re out there for an answer that may streamline, simplify, and improve your prospecting efforts by providing you with a fleshed-out image of who you’re promoting to, the HubSpot CRM could be the way in which to go.

Key Options and Advantages

  • Robotically populates enterprise insights primarily based on a database of over 20 million companies
  • Provides a centralized location for simply sorting and monitoring prospect particulars, together with intel from gross sales calls, emails, notes, deal exercise, lifecycle adjustments, and social media
  • Contains an accessible dashboard that permits you to select which data to show in your contact, firm, and deal data (with none assist from IT)

2. Hunter

Pricing: Free plans can be found

Greatest for: Aggregating e-mail information for prospecting

Hunter gives a singular useful resource to set e-mail prospecting efforts in movement. Its resolution permits customers to rapidly and simply translate net information into a listing of e-mail contacts, giving salespeople easy accessibility to a stable base of focused prospects.

Hunter boasts a formidable roster of shoppers — together with Google, IBM, and Microsoft — and for good purpose: It’s an answer that mixes accessibility with highly effective performance. Nearly any salesperson can simply leverage it to verifiably determine and join with virtually any prospect.

Key Options and Advantages

  • Lets you seek for prospects and discover their e-mail addresses by position
  • Helps you determine emails by way of frequent e-mail codecs used within the group from dozens of doable mixtures
  • Can produce e-mail addresses both in bulk or individually

3. Kixie

Pricing: Plans begin at $35 per thirty days

Greatest for: Dependable, easy-to-integrate calling and texting automation

Kixie is without doubt one of the preeminent prospect outreach sources in the marketplace. It’s a customizable enterprise calling and texting platform that permits you to thoughtfully and successfully time and goal your gross sales calls, letting you join with the appropriate prospects on the proper time.

The software program folds simply and seamlessly into your tech stack, and it might combine with a number of high-profile platforms, together with HubSpot, Slack, and Pipedrive.

It’s additionally probably the most accessible choices in its area. Actually, I’ve discovered that just about any person can rapidly decide up and leverage this system with out in depth coaching. So, in the event you’re on the lookout for a streamlined, low-maintenance resolution that permits you to join together with your prospects precisely after they’re most definitely to be receptive to your outreach, look into Kixie.

Key Options and Advantages

  • Helps an intensive suite of integrations
  • Lets you contact 1000’s of prospects in a single day
  • Simple implementation with minimal coaching required

4. HubSpot Gross sales Lead Administration & Prospecting Software program

Pricing: Free plans can be found

sales prospecting tools, crunchbase

Greatest for: Establishing a baseline for a sound prospecting infrastructure

HubSpot’s Gross sales Lead Administration and Prospecting Software program is a group of sources that helps you refine and extra successfully conduct your engagements with leads and prospects — and it covers plenty of bases.

This resolution features a dialog intelligence system that can provide you perspective on the best way to finest tailor your messaging, in addition to automated e-mail sequencing, customizable e-mail templates, predictive lead scoring, and a number of other different first-rate sources for higher understanding and catering to your prospects.

HubSpot’s Gross sales Lead Administration and Prospecting Software program is basically a one-stop store that gives a basis for efficient prospecting.

Should you’re on the lookout for a collection of free sources that present just about every little thing you might want to set your gross sales org up with a stable prospecting infrastructure, I undoubtedly suggest trying out these sources.

Key Options and Advantages

  • A spread of sources, together with dialog intelligence, e-mail templates, e-mail sequences, predictive lead scoring, and reporting
  • Capability to trace and filter results in determine viable prospects
  • Seamlessly blends together with your tech stack

5. SalesHandy

Pricing: Plans begin at $7 per thirty days per slot

Greatest for: Sound, approachable chilly e-mail outreach

SalesHandy is an outreach useful resource that permits you to reliably ship considerate, efficient, high-converting chilly emails. The answer gives options like automated, multi-stage sequences for constant follow-up — making certain prospects don’t fall by means of the cracks.

The software program enables you to standardize your outreach technique with out sacrificing personalization, serving to you tailor your topic strains and e-mail copy to swimsuit particular person prospects (with out an excessive amount of legwork).

It additionally ensures that the content material of your emails isn’t too robotic, letting you circumvent spam filters and ship emails your prospects will truly learn.

Finally, SalesHandy is a chilly e-mail resolution with a sturdy suite of options that may allow you to attain out to prospects extra successfully. Should you’re trying to combine a platform that may improve the way you join with prospects into your tech stack, think about trying into SalesHandy.

Key Options and Advantages

  • Automated follow-up for scheduling multi-stage e-mail sequences
  • Merge tags that enable for personalization
  • Simple integration together with your present e-mail supplier

6. Crunchbase

Pricing: Plans begin at $29 per person per thirty days

Greatest for: Screening and discovering companies that suit your splendid buyer profile

Crunchbase is basically a enterprise intelligence gathering platform that permits you to pull stay firm information to tell extra focused, efficient prospecting. It enables you to seek for and pull data from a large database of organizations, offering perception into particular person firms’ traits and operations.

The platform offers customers an image of key parts of how a enterprise features and performs, together with funding data, founding members, management profiles, mergers, acquisitions, information, and {industry} traits.

On this approach, Crunchbase successfully centralizes and streamlines your prospect analysis efforts, offering you with worthwhile intel that may allow you to construction extra considerate pitches and execute better-targeted outreach.

So in the event you’re on the lookout for an answer that may each simplify and improve the way you perceive your prospects, Crunchbase is certainly a powerful possibility to contemplate.

Key Options and Advantages

  • An in depth pool of stay information on 1000’s of potential prospects
  • A filtering operate that permits you to pare down your searches primarily based on splendid traits
  • Stay monitoring to maintain tabs on key firm occasions and developments

7. Wiza

Pricing: Free plan is obtainable with paid plans beginning at $25 per thirty days

wiza sales prospecting

Greatest for: Discovering real-time verified e-mail addresses

Wiza is a well-liked gross sales prospecting platform for gross sales, advertising, and recruiters. It is without doubt one of the solely prospecting platforms that gives real-time e-mail verification inside the app, to make sure excessive ranges of e-mail accuracy and deliverability in your prospecting outreach. With Wiza, you possibly can construct and save e-mail lists, then export them as CSV or sync them to CRMs together with HubSpot.

Along with their prospecting platform, Wiza gives a free Chrome extension that permits you to view e-mail and call data whereas shopping LinkedIn profiles. This extension can be used to export giant lists with e-mail addresses and telephone numbers from filtered and saved searches in LinkedIn Gross sales Navigator and LinkedIn Recruiter.

Key Options and Advantages

  • Search and uncover real-time verified e-mail addresses and call information
  • Bulk export or combine straight with common instruments like HubSpot, Outreach, and extra
  • Free Chrome extension that gives emails whereas utilizing LinkedIn, LinkedIn Gross sales Navigator, and LinkedIn Recruiter

8. Gong

Pricing: Contact for pricing

sales prospecting tools, gong

Greatest for: Bettering outreach efforts by way of teaching reps

Gong could be probably the most distinguished dialog intelligence platform in the marketplace. It’s a robust resolution that boasts a formidable checklist of shoppers, together with LinkedIn, Zillow, and Okta — and for good purpose. The platform is dynamic, intuitive, and might improve just about each side of your gross sales course of.

This resolution gives a spread of sales-call-related options, however its assist for extra focused name teaching is particularly highly effective for bettering gross sales organizations’ prospecting efforts.

Gong offers gross sales managers entry to recordings, transcripts, and different information to assist them zero in on the place reps are struggling when conducting outreach. All of that data may also expose different flaws and inefficiencies in parts of a gross sales org’s prospecting efforts, resembling its name cadence or gross sales messaging.

All instructed, Gong is without doubt one of the simplest, accessible sources a gross sales org can leverage to make sure its telephone outreach is first-rate and assist reps prospect extra thoughtfully.

Key Options and Advantages

  • Guided workflows that will help you set up repeatable processes for better-targeted name teaching
  • Seen transcripts for centered name evaluation
  • A formidable suite of integrations — together with HubSpot, Salesforce, and Slack

9. Lusha

Pricing: Free plans out there

sales prospecting tools, lusha

Greatest for: Simply sourcing and accessing prospects’ contact data

Lusha is a first-rate information enrichment useful resource for locating prospects’ contact data, together with each e-mail addresses and telephone numbers. This resolution permits you to simply and reliably join with decision-makers and different key contacts at a spread of companies.

This system’s “contact search” function supplies as many as 1,000 contacts — supported by enriched information — in a single search. It additionally enables you to pull up thousands and thousands of potential prospects’ direct dials.

From there, the software program enables you to convert these searches into centered, clear, exportable contact lists. Plus, all of those options are available an easy but highly effective interface that’s simple for anybody to make use of.

Key Options and Advantages

  • Sturdy “contact search” operate
  • Equally thorough “firm search” operate
  • Intensive suite of integrations, together with HubSpot, Salesforce, and Gmail

10. Datanyze

Pricing: Free plans can be found

sales prospecting tools, ring

Greatest for: Conversationally connecting with prospects

Datanyze is an intuitive Google Chrome extension that permits salespeople to simply entry B2B contact data and different worthwhile prospect information, together with e-mail addresses, direct dial numbers, and firm particulars.

As well as, Datanyze actually units itself aside with its personalization. This system leverages automated machine studying to assist probably the most detailed B2B databases on the web — and that diploma of element doesn’t go to waste.

Datanyze then makes use of that perception to construction related icebreakers for particular person prospects: distinctive dialog starters knowledgeable by information from sources like prospects’ social media feeds and native information publications.

Key Options and Advantages

  • A sturdy, detailed B2B contact library
  • Simply integratable (as long as you have got Google Chrome)
  • Generates particular, efficient icebreakers for prospect outreach

11. Ring.io

Pricing: Ring.io prices $89 per person per thirty days for HubSpot integration

Greatest for: Bettering gross sales name productiveness

Ring.io is a gross sales dialing resolution that streamlines your group’s gross sales name course of and improves your org’s gross sales name quantity (with out sacrificing productiveness). It permits your reps to dial straight out of your CRM, simply and reliably connecting them with the appropriate prospects.

This system additionally consists of options like automated native caller ID and automated pre-recorded voicemails — making your prospect outreach extra environment friendly, customized, and approachable.

Leveraging Ring.io additionally enables you to form and refine an efficient name cadence, and the software program accommodates even the longest of leads lists. Taken collectively, Ring.io’s many options can assist you obtain wider-reaching, extra productive gross sales calls.

Key Options and Advantages

  • Direct dialing out of your CRM
  • Automated native caller ID to enhance join charges
  • Automated pre-recorded voicemails for prospects you miss

Featured Useful resource: Prospecting and Objection Dealing with

sales prospecting tools, close

Obtain Now

Now, let’s take a step again and have a look at the gross sales prospecting course of as an entire.

Gross sales Prospecting Course of

Alright — so, you have determined who you need to pursue. Now, it’s time to get much more granular and jumpstart the nurturing course of, ideally leading to a closed-won deal. No matter what your gross sales pipeline appears to be like like, you’ll usually undergo the next phases.

1. Analysis

Efficient prospecting begins by additional researching the prospects you’ve decided are typically a superb match. The aim throughout this section is to find out the standard of the prospect: that’s, how possible they’re to make a purchase order, primarily based on elements like their price range and challenges.

And the way do you work that out? You consider the prospect utilizing preset qualifying dimensions — a set of standards to guage the chance {that a} lead or prospect will change into a buyer — and hold monitor of your findings by means of a CRM.

2. Outreach

When you’ve certified the prospect, you’ll want to succeed in out to somebody on the enterprise utilizing a gross sales prospecting e-mail.

In lots of circumstances, you’ll should cope with a gatekeeper. Whether or not they’re a private assistant, a receptionist, or another firm consultant, that is the one that basically screens you earlier than you possibly can join with somebody who has decision-making authority.

Then, as soon as you’re employed your well past the gatekeeper (or a number of gatekeepers), you’ll ideally be put in contact with a decision-maker: Sometimes somebody within the C-Suite or on the director degree. That is the one that has the seniority and authority to buy services or products like yours.

3. Discovery Name

After connecting with a gatekeeper, you’re going to need to schedule a discovery name. A discovery name is a preliminary dialog with a prospect through which you ask considerate, related inquiries to uncover their targets, pursuits, and ache factors.

This name is a singular alternative so that you can concurrently perceive and impress your prospect. Asking the appropriate questions can assist you tease out the data wanted to know whether or not your providing fits their enterprise — and to know what an efficient worth proposition could be for them.

However an efficient discovery name is greater than a dialog for gathering intel. It’s additionally an opportunity so that you can show your related information and begin constructing rapport with the prospect.

By asking considerate, articulate questions that talk to how properly you perceive parts like their {industry} or scale, you possibly can set up your self as a reliable authority of their area proper off the bat. And by having a conversational, disarming dialog (with out sacrificing professionalism, after all), you possibly can plant the seeds of a productive working relationship.

4. Educate and Consider

After your discovery name, you need to use the perception you gathered to guage and qualify the prospect’s wants. This stage is the place you establish whether or not a prospect legitimately wants your resolution, how viable a possible deal is, and the best way to body your worth proposition — making it probably the most (if not probably the most) essential steps within the gross sales prospecting course of.

Right here, I’d counsel contemplating two fundamental elements: ache factors and potential objections.

Ache Factors

An organization’s ache factors are the problems, considerations, or gaps in its operations that your services or products may treatment. With the data out of your discovery name, it is best to have the ability to piece collectively what these points appear to be in your prospect.

For example, let’s say you’re employed for an ed-tech firm that gives curriculum scheduling software program, and also you’ve simply had a discovery name with a midsize group faculty.

Throughout your name, you realized that it takes college students on the faculty a median of three years to earn an affiliate’s diploma, resulting in decrease enrollment than at competing faculties, the place college students earn their levels in simply two years.

You additionally discovered that classroom scheduling conflicts — stemming from the establishment’s current curriculum scheduling system — are inflicting required programs for common majors to fall by the wayside each semester.

Piecing these two bits of knowledge collectively, you might each determine course scheduling as a serious ache level and level to how your software program may repair the issue, providing you with the premise for an efficient, concrete worth proposition.

Objections

You additionally must be aware of potential objections your prospect would possibly elevate, resembling price range or time constraints. When getting ready for this a part of the method, be sure to totally perceive each the precise ache factors you recognized and the state of the enterprise on the whole.

Have a pulse on the corporate’s present shopping for energy in addition to whether or not it actually wants an answer like yours, precisely how pressing that want could be, and the soundness of the rapport you’ve established together with your prospect up thus far. With all of that in thoughts, attempt to consider potential areas of pushback that may emerge.

It’s additionally very important to know your prospect’s enterprise inside and outside, in order that after they elevate objections, you may be particular in the way you reply. Meaning explaining how your resolution will handle their distinctive points, quite than simply touting your services or products’s options on the whole.

5. Shut

At this level, it is best to have all the data you want. You realize the prospect’s challenges, ache factors, and doable objections. Now, it’s time to attempt to flip them right into a buyer. It will end in one in all two outcomes:

  • Closed-won: When the customer purchases a services or products from the gross sales rep.
  • Closed-lost: When the customer fails to buy a services or products from the gross sales rep.

Monitoring these two metrics allows you to calculate your closing ratio, or the ratio of prospects that you simply shut and win.

The method described above gives a basic method to prospecting. However as you progress by means of it, there’s one other key selection you’ll should make: Will you interact with prospects by means of outbound or inbound prospecting (or a little bit of each)?

Beneath, I’ll share every of those choices, and supply suggestions and tips that will help you select the perfect method for your small business.

Outbound vs. Inbound Prospecting

The sector of gross sales is consistently evolving. As such, how prospecting is carried out is of course shifting with it. Gross sales reps not have to decide on between inbound or outbound prospecting — now, they’ve the flexibleness to include parts of each into their efforts.

Outbound prospecting is if you attain out to leads who haven’t but expressed an curiosity in your product or enterprise. You usually determine prospects by means of impartial analysis, whether or not by discovering them on LinkedIn, Googling them, or utilizing one other platform.

Inbound prospecting is if you attain out to a lead who has already proven an lively curiosity in your small business or product. Maybe they’ve visited your web site, subscribed to your weblog, or possibly even submitted a kind asking to talk to a gross sales rep. You then interact with them to know whether or not they’d be a superb match in your product.

Listed here are the important thing variations between the 2 methodologies:

 

Outbound prospecting

Inbound prospecting

Outreach

Chilly calling or emailing — unsolicited calls to promote your services or products

Heat emails to discover a relationship with a lead who has already expressed familiarity together with your services or products

Social “spamming”

Unsolicited social media messages to promote your services or products

Use social media to discover a relationship with a lead who has already expressed familiarity together with your services or products; you possibly can present worth to prospects on social media by answering their questions and introducing them to helpful content material

Course of

Analysis takes longer with none prior historical past with a contact, that means you have got much less context if you’re prepared to succeed in out to determine a connection

Analysis course of is shorter as you have already got their contact data and interplay historical past, offering you with context in regards to the prospect’s pursuits or prior conduct and permitting you to develop extra customized outreach

Instance

“Hello John, I wished to succeed in out to you as a result of I’ve labored with firms just like yours previously.”

“Hello John, I’m reaching out as a result of I observed you have been taking a look at our e-book on bettering gross sales productiveness.”

My suggestion? Lean totally on the inbound methodology if you prospect — however nonetheless embrace a accountable method to outbound ways like chilly calling and chilly emailing. Particularly for companies that don’t have sufficient certified inbound leads, outbound may be an necessary element of the method.

However no matter whether or not you’re centered on outbound or inbound, it’s vital to be sure to’re serving to the customer (quite than promoting to them), leveraging their context and understanding who they’re and what they want.

After all, that’s simpler mentioned than achieved. How do you discover potential patrons and study the context surrounding their enterprise wants? Much more importantly, how do you establish whether or not or not it is best to start the method of promoting to them?

There’s no one-and-done reply, however asking the gross sales prospecting questions beneath can assist you qualify prospects and focus in your highest-potential leads:

Gross sales Prospecting Questions

Understanding who to pursue saves us a major period of time. Not each lead is match to be a prospect, and never each prospect will change into a paying buyer. Fortunately, there are a number of questions you possibly can ask that will help you decide whether or not a prospect is value pursuing.

This isn’t simply related for inbound leads. Even in the event you use outbound prospecting strategies, asking these questions ought to allow you to see a significantly better response fee, since you took the time to vet their enterprise for suitability.

Beneath, I’ve put collectively a few of my favourite qualifying questions, in addition to associated takeaways, that will help you consider whether or not or not a prospect has a excessive chance of turning into a buyer.

Is the prospect’s enterprise an organizational match?

The sort of qualification relies solely on demographics. Does the prospect fall inside your territory? Do you promote of their {industry}? Do they suit your purchaser persona?

Say your goal market consists of small- to medium-sized companies with anyplace from 100 to 1,000 staff. You must eradicate any potential prospects outdoors of those standards.

Diving deeper, your services or products will naturally present greater worth to a specific profile inside that focus on market, resembling bigger groups with medium-sized companies. These prospects are additionally extra more likely to improve to the next tier of your product, offering extra lifetime worth as a buyer.

Takeaway: Prioritize prospects primarily based on the scale of the chance or their potential lifetime worth.

Have you ever recognized key stakeholders?

There are two varieties of folks concerned within the different finish of your gross sales course of: decision-makers and influencers.

Influencers might not have the facility to purchase, however they’re usually those who can be utilizing the product, and thus, they will change into your largest inside advocates. Should you get them to rally round your providing, they will make a compelling case to decision-makers earlier than you even converse with them.

Choice-makers are, after all, those that both approve or reject the purchase. You possibly can ask the next questions to find out the decision-making course of: Will anybody else be concerned on this choice? Does this buy come out of your fast price range?

Takeaway: Hold a working checklist of influencers and patrons, maybe mapped out by the organizational construction of the group. You’ll use this checklist later within the outreach section.

Are the prospect’s constraints a deal-breaker?

Time constraints and price range limitations are sometimes the most important objections you’ll obtain from prospects.

Earlier than losing time on an exploratory name to listen to these objections, do some homework to see in the event you can filter out potential patrons who clearly don’t have the cash or bandwidth to contemplate your providing.

For instance, in the event you see {that a} prospect has simply launched a brand new advertising marketing campaign, they may not have the time to cycle by means of an intensive gross sales course of.

Takeaway: Pay attention to prospects who don’t at present have the bandwidth to speak to you however would possibly later be a superb match, and revisit them at a later date.

Are you acquainted with the prospect’s market?

You’re more likely to be extra acquainted with sure varieties of firms, markets, or industries than others. Your pitch and gross sales strategies are additionally more likely to be extra refined with markets you’re feeling comfy speaking about, so it is best to prioritize these prospects first.

Takeaway: Group comparable prospects by traits resembling their service providing, their market, or their {industry}, after which prioritize these teams primarily based in your familiarity with them.

Would your organization add substantial worth?

Prospects to whom you possibly can present extra worth usually tend to purchase your providing. For instance, in the event you’re promoting primary digital advertising providers and also you see that your prospect already has a sturdy net presence, the chance you possibly can add large extra worth is low.

Takeaway: Classify prospects by the extent of worth you suppose you possibly can present, and prioritize these for whom you’d supply the very best value-add.

Have they got an consciousness of your providing?

Your prospects will possible have various ranges of data about your product or providers. The extra consciousness they’ve, the extra possible they’re to see the worth in your providing and change into prospects.

If a prospect has visited your web site, subscribed to your weblog, or posted content material about one thing associated to your providing, they in all probability know rather a lot about your organization or service — and they also’ll in all probability be extra possible to purchase.

Takeaway: Group prospects by their degree of consciousness, and prioritize those that have demonstrated extra consciousness of your organization.

Prospecting Electronic mail Examples

As soon as you have recognized your prospects, it’s time to begin connecting with them. Prepared to succeed in out to some prospects? Use the next e-mail templates to get began:

1. Reaching Out After a Referral

Topic: [Name of referrer] really useful we join

Hey [prospect name],

It’s nice to fulfill you. Our mutual connection, [name of referrer], really useful I get involved with you as a result of [X].

I’d love to listen to extra about what you do in your position — based on [name of referrer], it looks as if it’s possible you’ll be dealing with [X] challenges.

[Product name] can assist you obtain [X] and improve effectivity by [X]%.

Is {that a} precedence in your group proper now?

Greatest,

[Your name]

2. Offering Hyperlinks After They Downloaded a Useful resource

Topic: Extra [specialty] sources for [business name]

Hello [prospect name],

It’s nice to fulfill you. How are you having fun with [name of resource] to date?

I can see that you simply’re desirous about [X] and so I compiled three extra sources that may assist your group do [X] higher.

  • [Link 1]
  • [Link 2]
  • [Link 3]

Within the meantime, I’d like to hop on a telephone name and study how your quarter goes to date. Are you out there on Thursday morning for a 10-minute name?

Greatest,

[Your name]

3. Congratulating Them for an Award or Publication

Topic: Congrats on [award]

Hello [prospect name],

Congratulations on receiving [award]! That’s a uncommon accomplishment — kudos to you and the group.

To introduce myself, I’m a 35 Ideas, Methods, Templates, & Instruments to Succeed at [company]. I work with small companies in your {industry} to realize [X] outcomes. Simply final week, [competitor] instructed me they lastly reached their aim of [X], boosting their ROI to [X]%.

I’d love to talk and see whether or not we will get comparable, if not higher, outcomes for you. Would you be out there for a ten-minute name on Friday?

Greatest,

[Your name]

So, you’ve efficiently prospected a handful of potential purchasers. Now what? It’s time to nurture these prospects with prospect advertising.

Prospect advertising is basically bringing a prospect nearer to, properly, closing. Simply since you’ve related with a prospect doesn’t imply it is best to cease all of your advertising efforts. As a substitute, your advertising ought to change into extra customized and focused.

Should you haven’t already developed gross sales collateral, work together with your advertising and customer support groups to organize these supplies for potential patrons in every stage of their journey. Electronic mail templates, name scripts, and pre-call checklists are just some of the instruments I’d counsel that will help you streamline the prospect advertising course of.

One other prospect advertising technique is creating workflows in instruments like HubSpot. Workflows automate your advertising processes — together with the way you market to your prospects.

Use workflows to arrange pre-written emails, SMS messages, or in-app notifications which might be despatched to your prospects primarily based on sure triggers, resembling a video view, a content material supply obtain, or inactivity for a sure variety of days.

In brief, something that retains your prospects engaged with and educated about your model is taken into account prospect advertising. Even a every day or weekly check-in with prospects counts. Once more — simply since you’ve related with a prospect doesn’t suggest the advertising ought to cease.

Start Gross sales Prospecting

Prospecting doesn’t should be a troublesome or tedious course of. Actually, it may be a constructive expertise for each gross sales reps and prospects. So don’t be afraid to include a number of of the methods I’ve reviewed above into your workflow, and to experiment with completely different strategies and instruments to see what works finest in your group. You’ll you should definitely begin changing extra good-fit prospects into paying prospects very quickly in any respect!

Editor’s notice: This publish was initially printed in Could 2018 and has been up to date for comprehensiveness.

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