Prospecting
Find and qualify the accounts worth selling to on terms — before the proposal.
Using Business Credit Data for Prospecting
How to use business credit data in B2B prospecting: building target lists, filtering by size and risk, enriching your own database, and the legal limits on permissible use.
4 min read For credit teams · ProspectingUsing Business Credit Scores to Prioritize Prospects
How to use business credit scores to rank a prospecting pipeline, size commercial effort by risk band, and stop spending time on accounts that will fail underwriting.
3 min read For credit teams · ProspectingData Enrichment for B2B Prospecting and Credit
What data enrichment is, which fields are worth refreshing, how to measure database quality, and the impact on both prospecting and credit decisions.
3 min read For credit teams · ProspectingHow to Estimate a B2B Customer's Purchase Potential
Methods to estimate how much a business customer could buy — by revenue, by operational proxy and by comparable accounts — and how the number informs the credit limit.
3 min read For credit teams · ProspectingIdeal Customer Profile for Trade Credit
How to build an ICP that accounts for credit risk: size and industry criteria, payment behavior, and profitability net of expected loss and collection cost.
3 min read For credit teams · ProspectingPreapproved Credit as a Sales Tool
How to use preapproved credit lines to shorten the B2B sales cycle: calculation, validity period, how to communicate it, and how to keep it from becoming a broken promise.
3 min read For credit teams · ProspectingHow to Qualify Business Customers Before Offering Credit
A pre-sale qualification checklist for B2B accounts: entity data, risk flags, buying potential and how to prioritize the pipeline before anyone makes a proposal.
3 min read