Prospect Overview Pane

The Prospects Viewer pane helps sales teams and account managers identify and prioritize alumni organizations that have previously purchased but have not yet committed for the current cycle. It surfaces historical spend, loyalty, product interest, and timing data—enabling more strategic outreach and targeted reactivation efforts. This view is especially useful for pipeline building and win-back strategies.

Use this view to build call lists or campaigns focused on alumni reactivation. Target prospects by product type or recency, and match sales timing with historical engagement windows to improve conversion rates.

Key Takeaways:

1. Focuses on Warm Leads from Prior Years
   The pane filters and displays organizations with past transaction history, providing a list of high-potential prospects who are familiar with your event and more likely to convert again.

2. Enables Prioritization Through Multiple Dimensions
   By combining past revenue, years of participation, purchase types, and timing data, teams can segment and prioritize outreach based on the likelihood of return or upsell.

3. Highlights Product Preferences and Engagement History
   Understanding what each prospect previously purchased—whether booth space, advertising, or sponsorship—helps tailor messaging and proposals for greater relevance.

4. Supports Timing-Sensitive Follow-Up
   "Weeks out" and other time indicators offer a view into when prospects are likely to engage, helping teams align outreach cadence with decision-making windows.

5. Filterable for Strategic Targeting
   The pane includes filter tools to surface specific segments—such as non-booth buyers, lapsed customers, or high-value alumni—empowering sales teams to work smarter, not harder.