Find Your Next Customer with Prospecting Center
Learning Objectives
After completing this unit, you’ll be able to:
- Navigate the Prospecting Center app.
- Learn how to apply filters to identify specific leads quickly.
- Review detailed lead information, including account scores, to make informed decisions on prospect prioritization.
Linda took the time to dive into Jose’s team's sales processes, getting a clear picture of how they currently prioritize leads and the customer segments they focus on. She enjoyed chatting with Jose's talented sales team, learning about their best practices and where they usually find leads. With all this valuable information in hand, she feels confident and ready to get Prospecting Center up and running for them.
Setting everything up is a breeze, thanks to the step-by-step instructions in the Setup space. Linda establishes data connections, configures third-party data, and creates segments, all while keeping the process straightforward and efficient. Once everything is configured and Prospecting Center is enabled, she decides to meet Jose back at their favorite coffee shop to review the new setup and discuss how it will transform their sales efforts.
Navigate the Prospecting Center App
The Prospecting Center app—which transforms the seller experience through the combined power of data, AI, and CRM—offers a comprehensive view of your accounts, integrating data from Salesforce and external sources into unified account profiles. The scoring rules you establish for engagement, fit, and intent determine how Prospecting Center scores these accounts.
Prospecting Center provides a range of options for identifying potential customers and optimizing your sales efforts. With segments (1) tailored to your specific sales strategies, you can concentrate on customers linked to those segments. Additionally, by using scores (2) based on engagement, fit, and intent rules, you can accurately pinpoint prospects that meet your criteria.
For example, Jose is excited to explore the Product Adoption segment, designed for customers who have made a purchase in the past. He focuses on prospects within this segment who have recently engaged with his team’s sales efforts following that initial sale, such as engaging with the website or requesting new designs. To sum up, those with a high engagement score.
Thanks to the ease of using Prospecting Center, which provides a list of leads based on specific conditions—like top engagement scores for the Product Adoption segment—Jose now has a strong list of high-scoring prospects his team can start reaching out to. To dig deeper, he clicks 
(3), which opens a side panel showing more details about the prospect matches, including account info and recent activities from the last 30 days.
It’s a handy way for him to review all relevant information before deciding whether to pursue a prospect. It provides him and his team with valuable insights, simplifying the process of prioritizing the final list of candidates for follow-up. With the contact and lead information readily available in the side panel (4), his team can seamlessly add prospects to their cadences and follow the necessary steps to convert them.
Jose is thrilled with what Prospecting Center has to offer, especially the data-driven approach to converting leads. The ability to focus on high-potential prospects, backed by clear engagement, fit, and intent scores, brings a new level of efficiency to his team’s sales efforts. With his main challenges around lead prioritization now resolved, Jose is excited to make Prospecting Center an integral part of his daily sales activities, confident it will help his team close more deals and work smarter.