BWise Academy: Track Down Prospects On The Go With BWise Mobile

Imagine this scenario:

You’re out in the field, between appointments. It doesn’t make sense to drive back to the office before your next appointment starts, so you have some time to kill.

Most sales reps would take a break…

...the most successful reps would use that extra time to connect with more prospects.

With BWise Mobile, it’s easy to bring the prospecting power of BWise with you when you leave the office.

To access BWise Mobile on your phone, simply visit www.businesswise.com on your favorite browser app. Click “Login” from the navigation menu at the upper right of your screen, and select “BWise Mobile.”

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Enter the same username and password as you use for the BWise web app, and you’re in!

BWise Mobile is almost as powerful as the BWise web app, so there are lots of ways you can use it to find and connect with prospects.

Today, we’d like to highlight 3 specific ways you can use to use BWise Mobile to track down prospects while you’re on the go:

1. Search By Building

Let’s revisit the scenario described above. You’ve just finished an appointment, and you’ve got some time to kill before you’re next one starts.

Why not drop in on some of your other prospects with offices in the same building?

Just pull up the Profile Page of the prospect you just met with, then click on the building name under the address:

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BWise Mobile will automatically create a “building name” search, instantly providing you with a list of all the companies in that building, complete with suite numbers and decision-maker contact info.

2. Search By Location

Other good prospects might have an office in a different building just around the corner.

Again, from the Profile Page of the prospect you just met with, scroll to the bottom and click the “Find Like Companies” button:

  First, click "Find Like Companies" at the bottom of a prospect's Profile Page...

First, click "Find Like Companies" at the bottom of a prospect's Profile Page...

  ...then search for other companies within a defined radius.

...then search for other companies within a defined radius.

From there, you can search for companies within a specific radius of (1) your current location, or (2) your prospect’s address.

3. View A Saved List

Of course, sometimes you just want to find your best prospects, not just the ones closest to you.

And while you can search for prospects on the fly with BWise Mobile, it’s a lot easier and faster when your best prospects are already searched, sorted, and at your fingertips.

With BWise Mobile, you can instantly access any Lists you’ve created and saved in the BWise web app.

Just create a Query based on your target criteria in the BWise web app, and save the results as a List. Maybe you want a list of “Companies With Over 50,000 Square Feet,” or “Major Local Public Companies,” or just a list of your “Top Prospects.”

Whichever Lists you’ve saved in the web app, you can find them in BWise Mobile by tapping the “Criteria” field on the Search screen and selecting “Lists”:

  First, change the search criteria to "List"...

First, change the search criteria to "List"...

  ...then select "My Lists" to display lists you've created in the BWise web app.

...then select "My Lists" to display lists you've created in the BWise web app.

Once you’ve called up your list, just tap a company name and your prospect’s Profile Page will appear, once again complete with decision-maker contact info, recorded activities about your previous engagements, and more.

Next time you’re in the field and have some time to spare, take out your smartphone or tablet and fire up BWise Mobile. A little extra prospecting can go a long way toward edging out the competition for more leads and sales.

As always, if you ever need anything, we’re here to help—just email us at support@businesswise.com.

BWise Academy: Activity Manager, Your Personal Prospecting Workspace

Let me ask you an uncomfortable question…

How is your CRM looking?

Is it disorganized and cluttered (bad)? Is it empty (worse)?

The fact is, the path to a clean CRM that’s full of good leads starts with a step-by-step approach to new business development.

Step one is prospecting.

Step two is selling.

And while your CRM is great for keeping your sales funnel organized and trackable, it doesn’t do a very good job when it comes to your prospecting activities. 

Lucky for you, you have the BWise Activity Manager—a personal workspace for your prospecting activities that keeps your real CRM clutter-free and full of your top local prospects.

You can access it at any time by clicking the “Activity Manager” button at the top of your screen in BWise:

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Here’s how it works, and how you can use it to create a clean, efficient, laser-focused approach to new business development:

First, Find Your Prospects

Every prospecting push begins with a search for companies that meet your target demographic criteria.

As we mentioned in a previous BWise Academy lesson, in BWise, that’s called a Query.

Now imagine you’ve told BWise the kinds of companies you’re looking for, and you have a few hundred results—good, local prospects who stand to benefit from your product—staring at you from your computer screen. What next?

Call Queue

One obvious answer is to start dialing!

Of course, you’ll want to approach your cold calling with the same kind of efficiency and organization that your CRM brings to your sales process.

That’s where the “Call Queue” feature in the BWise Activity Manager comes in.

From your query results page, simply click the “Call Queue” button at the top of the screen, and your prospects will be added to the Call Queue column in your Activity Manager:

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Just like that, you have a digital call list full of high-value local prospects.

Prospecting In Action: Record Your Activities

From your Call Queue, it’s easy to click through to a prospect’s Profile Page, find their contact information, and call them.

Whatever happens next—whether you didn’t get an answer, left a voicemail, had a conversation, set an appointment, etc.—you can record it by clicking the “Activity” button at the top of the Profile Page:

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You can even categorize your activities, identify which contact you spoke with, leave detailed notes, and schedule follow-ups.

BWise will log your activity as completed and remove the prospect from your Call Queue, so you can move onto the next good prospect.

Track, Learn & Refine

When you use Activity Manager to monitor and track your prospecting activities, it becomes the ultimate team prospecting tool. 

Every prospecting activity you record is saved as a part of that prospect’s profile, which means you can see what other reps at your company are doing, avoid duplication of efforts, and build on each other’s progress:

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In addition, sales managers can monitor their team’s activities, search past activities by company or date range, and identify what’s working well—as well as areas for improvement:

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Push To CRM

Of course, you don’t want your prospects to stay prospects forever. Your immediate goal is to turn them into leads for your sales process (and, ultimately, into customers!).

That’s why the BWise Activity Manager includes a feature allowing you to automatically “push” a prospect to your CRM once you’ve set an appointment or are otherwise ready to take the relationship to the next level:

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(You can learn more here about the Push to CRM feature—just drop us a line whenever you’re ready to set it up!*)

Now that you know how to create an approach to new business development that’s lean, mean, clean, and clutter-free, why not set up your own Call Queue and start dialing? Your CRM—and your bottom line—will thank you.

In the next lesson of BWise Academy, you'll learn how you can take BWise with you when you're out in the field using BWise Mobile.

As always, if you have questions or need a hand, send us an email at support@businesswise.com.


(*Push to CRM is included with select BWise subscription packages only.)
 

BWise Academy: 8 Ways To Connect From The Prospect Profile Page

Now that you know how to find your prospects in BWise, you have a new challenge: how do you connect with them?

As you’ve probably noticed, you can learn a lot about your prospects from the info in BWise—industry, number of employees, annual sales, whether they own or rent their office space, and more.

But when it comes to new business development, the most valuable piece of information is the one that leads to a prospect connection.

You’re probably thinking, “Well, as long as I can call and email key decision-makers, I’ll be all set.”

Phone and email are great—but they’re just the tip of the iceberg. It often takes multiple “touches” (as many as 12 or more) before a prospect will actually engage with you.

It’s time to dive into the Prospect “Profile Page” in BWise. Every firm in BWise has one, and it’s full of information about the company and its decision-makers.

Here’s what a typical Prospect Profile Page looks like:

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There are actually 8 different ways you can connect with prospects using the information on their profile page.

You can use the acronym PIPELINE to help you remember them:

Phone Call

The first P stands for phone call. Every Prospect Profile Page includes the company’s phone number. So pick up the phone and call (and be sure to use these rules for better cold calling)!

In-Person

The first I stands for in-person prospecting. With so many ways to use technology to connect with prospects, it’s easy to forget that the old-fashioned way still works, too. Use your prospect’s address to drop by in person. Even if they don’t have time to meet with you then and there, it’s a great way to get on your prospect’s radar.

Postal Mail

The second P stands for postal mail. A firm’s address is useful for more than just drop-bys. Direct mail remains an effective marketing channel, and the Profile Page also includes each company’s mailing address. With BWise, you can easily create direct mail lists for your entire target market.

Email

The first E stands for email. Email is the easiest, fastest way to connect with prospects. It’s also a great way to warm up a cold call or follow-up on a voicemail or drop-by. Just click on the email icon next to each decision-maker at the bottom of the Profile Page to send an email in your default email program.

LinkedIn

L stands for LinkedIn. Social media offers yet another avenue for making connections in today’s world of B2B sales. You can also use the Profile Page to locate a decision-maker’s profile in LinkedIn, where you can view shared connections and send them a message or connection request. 

Invitation, Networking & Events

The last three in initials in PIPELINE refer to various additional strategies you can use to get in front of your prospects. First, invite them to come to you—you could hold a “Lunch & Learn” seminar in your office, or even just invite them out to lunch. Second, network with them. Find out which networking groups your prospects typically attend, and show up. Finally, use events like trade shows, expos, or conventions to raise your visibility and meet more prospects.

Remember, the most successful sales reps work every angle they can to connect with their prospects. And you can find those angles from the information on your Prospect Profile Page in BWise—plus a lot more.

So start working your PIPELINE!

And keep an eye out for the next lesson of BWise Academy, where we'll show you how to organize and track your prospecting activities in the BWise Activity Manager (and keep your CRM clutter-free).

In the meantime, If you have questions or need a hand, just send an email to support@businesswise.com—we’re always here to help.

BWise Academy: Research on Demand, Your On-Call Research Service

Here’s the BWise guarantee: our data will never be 100% accurate.

We don’t feel bad saying it. 100% accuracy isn’t realistic for any database.

And that means, even in BWise, there may be times when you can’t find what you’re looking for—either because it’s not there, or because it needs updating.

That’s when it’s time to use Research on Demand, our on-call research service.

Research on Demand is one of BWise’s most valuable features, and gives our clients a BIG advantage over competitors who use other prospecting tools.

Here’s how it works:

If you can’t find what you’re looking for, or if you see something that needs updating, let us know and we’ll fix it in 24 hours. That’s Research on Demand in a nutshell.

You can request Research on Demand from anywhere in the BWise app by clicking the “Research” button in the menu bar:

  Can't find something? Need updated info? Click "Research on Demand," and we'll fix it ASAP.

Can't find something? Need updated info? Click "Research on Demand," and we'll fix it ASAP.

A pop-up window will appear allowing you to choose the kind of request you’d like to make and to provide other information pertinent to your request.

As soon as you click “Accept,” our research team is on the job. We try hard to resolve the request within 24 hours, but if we can’t, we be in touch to let you know.

Research on Demand is your fail-safe against inaccurate or incomplete data. It also helps ensure our data is constantly improving.

(To show our appreciation, we enter every user who submits a Research on Demand request into a monthly drawing, where you can win gift cards, sports tickets, and other prizes!)

The next time you can’t find what you’re looking for, click the Research button and let us be your personal research concierge.

That’s it for this lesson—in the next lesson of BWise Academy, we’ll take a look at the Prospect Profile page, and show you 8 ways you can use BWise to connect with good prospects.

In the meantime, keep using BWise to find and connect with your local prospects. If you have questions or need a hand, just send an email to support@businesswise.com—we’re always here to help.

BWise Academy: 3 Ways to Find Your Prospects

BWise Academy: 3 Ways to Find Your Prospects

It’s the central question of new business development:

“How can I find more good leads?”

And it’s exactly what BWise is designed to help you do.

With BWise, it’s easy to find contact info for the prospects you already know about—just enter a firm or contact name, and you’ll see their profile.

But BWise is most powerful when you use it to find your hidden prospects—the ones you don’t already know, and who don’t know you.

In this lesson, you’ll learn the 3 basic ways to find prospects in BWise:

BWise Academy: Start Prospecting with BWise

BWise Academy: Start Prospecting with BWise

BWise is the local prospecting tool you’ve been waiting for.

Successful companies and sales reps in Atlanta, Charlotte, and Dallas-Fort Worth use BWise to find and connect with more of their best prospects.

How does it work, and how can you use it to become a local prospecting machine?