R.G.P.D-compliant B2B prospecting is based on four key points:
Targeting: Contacting a prospect is legitimate if the proposed solution is relevant to their business. Precise targeting is essential. Exit doorfor prospects: Include a link in the email signature to a page explaining why the prospect is being contacted, what data is held on them, and how to refuse processing. Transparency ofinformation: Be able to provide the prospect with all the information held on him. Opt-outs and spam management: Identify and record all unsubscribe and spam requests with precise dates to prove to the prospect his removal from contact sequences.
Where does the data used come from?
At Blacksales, we distinguish between two types of data:
Company data: rented or purchased via sources such as Kompass or société.com, it includes general information about the company (headcount, sales, business sector, location of headquarters). For more precise targeting, APIs such as Clearbit or SimilarTech are used to analyze technical criteria (technology used, web traffic volume).
Individual data: Collected by a robot that explores LinkedIn to identify relevant profiles according to positions and job descriptions in targeted companies. The system is completed by the reconstitution of professional emails and deliverability tests to confirm the validity of addresses.
How are your marketing emails sent?
You will be invited to create prospecting addresses on your domain name. We use the Gmail API or the office365 API, which gives us authorization to send and receive emails.
How is the connection with the CRM made?
Blacksales offers integration with Zapier for efficient data management:
Automatic CRM update: Data generated by Blacksales can be used to update your CRM automatically. For example, create a new contact in the CRM each time a prospect is contacted via Blacksales, with information such as contact date and source.
Opportunity management: When a prospect responds positively to a sequence of emails and is tagged "interested" by Blacksales, an opportunity is created in your CRM.
Planningfollow-up tasks: If a prospect responds with a "maybe later", Blacksales can integrate a task into your CRM, such as "follow up by phone".
Prescribed actions: For each type of response, Blacksales suggests specific actions to help sales reps close deals initiated by email sequences.
What targets can be addressed with Blacksales?
You can prospect all BtoB prospects who can be identified on the Internet and who consult their professional e-mails.
Here are a few non-exhaustive examples of targets: - Marketing, data, CRM department of major accounts - Media / advertising / acquisition department of advertisers - Technical department of e-commerce sites based on Prestashop and Magento - Export, financial or administrative department of SMEs with fewer than 200 employees - HR / QWL managers of companies with more than 50 employees - E-commerce department of sites with more than 100K visitors per month - Communications / social media / content project manager of a BtoC company
How can we be sure that Blacksales data is reliable?
Blacksales is constantly learning from its work, and in particular from the behavior of the prospects it contacts (bounce rate, open rate, response rate...); this constant learning enables us to remove bad emails or update them.
On average, bounce rates with Blacksales are below 8%, which is excellent.
What are the results achieved by your clients?
Results in terms of leads generated depend on the volume of prospects contacted each month for our customers. The KPIs we look at to judge the effectiveness of a campaign are the open rate, the response rate and the interest rate.
The average open rate for an initial prospecting phase (5 to 6 emails) is 45% (from 35% to 60% depending on the campaign). On average, 25% of those who have opened reply (from 15% to 40% depending on the campaign).
Lastly, interest rates (appointment requests) are 14% on average (from 10% to 40%) depending on the campaign.
What are the steps required to launch Blacksales?
It takes about 3 to 6 weeks from signature to launch of the prospecting campaign, depending on the subscription chosen. During this period, we'll ask you to work on 3 points that are crucial to the campaign's success: targeting, content, and a technical part involving the connection of email addresses and deliverability. This will take the form of questionnaires to fill in and, above all, video-conference exchanges with your dedicated customer success manager.
What makes Blacksales different from other lead generation software/agencies?
Like any tool, these programs are only as good as the use you make of them. In other words, to get (non-guaranteed) results, you'll need to become an expert in the software, spending hours setting it up, using it and checking that your teams are doing the same. What's more, you'll have to find and sort the data yourself. Blacksales doesn't depend on you or your sales people!
As for traditional lead generation agencies, they offer to do the work for you, but often the methods, processes and results are not transparent. You don't control or see which prospects are selected and contacted, what pitch is made to prospects, how they are followed up... All the more so as you generally pay by the man-day or fixed price.
Can I use Blacksales internationally?
Yes, you can use Blacksales internationally. We already support customers in France, the UK, Spain, Mexico, the USA, Benelux and Switzerland.
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