Prospecting in Cognism Salesforce App

There are four key prospecting journeys that your marketing and sales organization can follow to utilise the Cognism data and build your pipeline in Salesforce:

  1. Prospector functionality within the Cognism Salesforce App,

  2. Account Widget available in Salesforce on your account page layout,

  3. Cognism Chrome Extension that enriches LinkedIn data/prospecting,

  4. Cognism web platform integrated with Salesforce.

This article will walk you through on how to use Cognism Prospector in Salesforce to design your territory, save new accounts, or simply build your pipeline with new leads and contacts that you wish to target.



Navigating to Prospector in Salesforce

To open up Cognism app in Salesforce click the nine dots at the top-left and select Cognism.

 

 

How to run a Company search

Running a Company search allows you to save Accounts directly into your Salesforce and get an idea of what companies you can target, and scope out your TAM.

  • Navigate to the Prospector tab in Salesforce.

     

  • Select Company to begin your Search. Expand the options to filter your search. Filter categories available are Company Information, Company Location and Industries. Within these categories are further subcategories which will help in narrowing your search.

  • You can also upload a CSV file with Company Names (or whichever field appears with the option to upload CSV) you wish to search for. Click the three dots to the right of the Company Name search field and click Upload CSV

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    Once you have selected your preferred filters, click Search.

     

  • If you have a Persona created and wish you prospect based on that Persona, click the downward pointing arrow beneath Customer Persona to select the persona you wish to prospect through.

     

     

    Should you wish to save a new Persona based on new filters that you have entered, click Save as a new persona.

     

     

  • Company Search results will appear at the left based on selected filters.

     

     

    Saving new Accounts

  • Select the Accounts (a) you want to save. You can either download these accounts as a CSV (b) or save them in Salesforce (c) (it will be added to your saved accounts).

     

     

    Clicking Save Selected will open up a dialog box prompting to you to confirm the details of your selection.

     

     

    Click Save to complete the process.

 

How to run a Person search

Person Search allows you to search for prospects using an ideal customer persona and go on to save as either leads or contacts.

  • Navigate to the Prospector tab.

     

  • Select Person to begin your Search.

     

     

  • Expand the options to filter your search. Filter categories available are Job Title & Seniority, Contact Location, Contact Details, Company Information, Company Location and Industries. Within these categories are further subcategories which will help in narrowing your search.

  • You can also upload a CSV file with Job Titles (or whichever field appears with the option to upload CSV) you wish to search for. Click the three dots to the right of the Job Title search field and click Upload CSV.

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    Once you have selected your preferred filters, click Search.

    In search results it's already flagged if any of the listed records were previously stored in your Salesforce.

     

  • If you have a Persona created and wish you prospect based on that Persona, click the downward pointing arrow beneath Customer Persona to select the persona you wish to prospect through.

     

     

    Should you wish to save a new Persona based on new filters that you have entered, click Save as a new persona.

     

     

  • Search results will appear at the left based on selected filters.

     

     

    Saving person records as leads or contacts

  • In order to get the Cognism person records stored in your Salesforce, either as leads or contacts, we will first run the real-time validation of those profiles, to check if there's potentially a newer email or phone number or any other data point that we can provision. Select person records that you wish to save in your Salesforce (a) and click Process Records (c). Due to cloud environment, this is asynchronous process - processed records that you selected are being added to Cognism Campaign (separate from Salesforce Campaigns) and you will receive an email once all records are processed. Once the records are added to a Cognism Campaign, it can then be saved into Salesforce as a Contact or Lead.

  • If you simply wish to expose existing contact data, already in Prospector search results, you can also view individual contact information by clicking Reveal (b).

     

    a. Push new leads to a New Campaign.

    b. Push new leads to an existing Campaign.

    c. Create a name for the new Campaign.

    d. Select the quality of lead email information.

    e. Toggle for Allow Duplicates (enable/disable).

     

    Click Save for processing to start.

  • Once you receive an email, it will take you to your Cognism Campaign. From there you can save the processed profiles either as leads or contacts, or download them in csv.

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