You Don't Need a CRM! Academy

When and how to use prospecting lists

Prospecting lists are Excel-like sheets available inside You Don’t Need a CRM! They are mainly used to work on a large numbers of unqualified leads, aka suspects. You can work on these contacts exactly like you would on an Excel document or any other spreadsheet; however, once a suspect is qualified, you turn it into a lead in the system with a single click.

Prospecting lists can also be used to start a brand new list of suspects inside the service so that you don’t have to use two different services.

In addition to this, prospecting lists can be used to import existing qualified leads you may already have. Despite this, it isn't possible to turn all the rows of a prospecting list into leads en masse, as we want to make sure you only create qualified leads.

At You Don’t Need a CRM! we believe that (most of the time) a sales person shouldn't manage more than 100-150 qualified leads at the same time. This is because it's very difficult to maintain a personal relationship with someone above that level. That's why prospecting lists are useful; they enable you to pick and choose which suspects you wish to turn into leads, without losing sight of the rest.

Next post: Only turn a row into a lead once the contact is qualified

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  1. Organizing your sales activity
    1. Our philosophy
    2. Suspects (unqualified prospects) vs. leads
    3. Prospecting lists, leads & client folders
    4. Status vs. sales steps
    5. Defining key information on leads
    6. The importance of categorizing your leads
    7. Managing multiple contacts in the same company
    8. Admin, team manager & user
    9. Customizing your account interface
  2. Organizing your daily activities
    1. Every morning, know exactly what leads you need to work on
    2. Follow up the history of your exchanges & BCC email conversations
    3. Set reminders and synchronize your account with your calendar
    4. Extended, compact & pipeline mode
    5. Create several pipelines to analyse different sales processes
    6. Make your most important leads stand out
    7. Find leads by using filters
  3. Learn how to use prospecting lists
    1. When and how to use prospecting lists
    2. Only turn a row into a lead once the contact is qualified
    3. The importance of using column names
    4. Magic columns
  4. Working on the go
    1. Mobile app
    2. Using the speech recognition
    3. Scan your business cards
  5. Adding leads from external sources
    1. By e-mail
    2. From your partners
    3. From a contact form
  6. Follow up your business’s activity - understanding it and collaborating
    1. Analyze your activity by category or by salesperson
    2. Find the leads that have been pending for too long
    3. ROI of specific actions, or of a specific month activity
    4. Using the Activity feed to manage your team
    5. Follow the sales activity every morning thanks to the daily activity e-mail
    6. Exporting your data for reporting or marketing purposes
  7. Manage your existing customers
    1. Following up on your won clients
    2. How to manage upsells and renewals vs follow-up
  8. Connect You Don’t Need a CRM! to other apps
    1. How to connect: Zapier, API & direct integration
    2. Send notifications or fire actions based on events