Prospecting and public registry search

Prospecting is its own Console section, above Contacts. Contacts is the people CRM. Prospecting is where you create lists, import, and later remember sync filters.

Start cards

On Prospecting pick one of:

1. LinkedIn search — Classic or Sales Navigator filters.
2. Public registry search — officers from the Norwegian Register of Business Enterprises. Other countries coming soon. LinkedIn match is optional.
3. CSV / LinkedIn URLs.
4. Sales Navigator URL.

Imported lists and autotarget (AT ·) lists are separate. Autotarget lists are filled by LinkedIn message flows; do not treat them as CSV lists. Both use the same list table: search, sort, checkbox filters, month grouping, and pages.

Open Autotarget lists from Prospecting. Under each title, the row says which LinkedIn account it syncs with, Classic LinkedIn or Sales Navigator, and that people are added hourly while the message flow is on, when fewer than 75 contacts are still waiting to enroll, up to 100 at a time. The source badge says Autotarget. Hover or click it to see the segment and its search dimensions, such as titles and locations.

Filters and roles

Norway is available now. Search by company name, organisation form, industry code, and Norwegian location (fylke or kommune chips), then pick roles (CEO and chair by default). Other countries are coming soon.

Set min confidence to Secure (uncertain matches wait for review) or Secure + uncertain. Caps for companies and LinkedIn lookups are enforced server-side.

Secure vs uncertain review

Only secure matches auto-import when min confidence is Secure. Uncertain matches stay on the job banner so you can accept a batch. Rejects never write a LinkedIn URL. Birth dates are used only for match checks and are never stored on contacts.

What gets charged

• Per 100 prospects imported — landing names on a list (all sources).
• Per 100 prospects enriched — 1 credit list per 100 people who newly receive a LinkedIn URL and/or public-register fields in this company. Cache-fresh repeats of the same people bill 0 enrichment units.

Ordinary CSV, URL, or Sales Navigator imports that only add LinkedIn profile details do not use the enrichment meter.

HubSpot lists and LinkedIn enrichment

Connect the account first: Connect SMOC to HubSpot. HubSpot is the CRM that connects today. Salesforce, Lime, and AiFlow use the same plugin and are coming soon under Settings → Integrations.

Saving HubSpot lists copies them into Imported lists. The daily sync, at 06:00 UTC, refreshes active HubSpot lists while Target LinkedIn campaigns from CRM lists is on. Saving and that sync update who is on the list. They do not look up LinkedIn profiles.

Enrich new contacts and Enrich missing linkedin search only for people who do not already have a LinkedIn profile. People who already have one are left as they are.

A LinkedIn message flow sent from a prospect list enrolls and messages only contacts on that list who already have a LinkedIn profile. Contacts without a profile stay on the list and are not enrolled.

Enrolling and stopping a contact

An active, published message flow enrolls contacts who are on any prospect list or manual tag selected in Studio Targeting, including an Autotarget list. Matching one list or one tag is enough. Enrollment runs hourly, inside the days and hours set on the flow.

To stop one person who is already enrolled, waiting for a send slot, or further along (connection sent or message sent), remove them from every prospect list and every manual tag that flow uses. Use Remove from prospect list and remove the tags on the contact in Contacts, or on the contact pane in Inbox. If they remain on any targeted list or tag, the flow keeps them.

The next send is then blocked, including a first action that is only waiting for a daily slot or send window. The contact stays on Planned actions until that time. When it arrives, the send does not go out and the run pauses. Putting them back on a list or tag does not resume that run. A connection request or message already delivered on LinkedIn stays there.

To clear every scheduled step on the flow now, open the agent and choose Set as inactive. Set as active puts those contacts back on the schedule.

Console has no Unenroll button for one contact. If a scheduled step needs to leave Planned actions before it comes due, contact SMOC. After that removal, keep the contact off the flow’s lists and tags, or the next enrollment pass can schedule them again.

Enrich new contacts looks up people on the list who are currently missing a LinkedIn profile. Later HubSpot syncs update membership. They do not start that lookup on their own.

Smart leads in HubSpot

Turn on Sync smart leads under Settings → Integrations → HubSpot. Nothing is sent until that switch is on and HubSpot is connected.

A lead form from a web flow or a card flow is written to HubSpot as a contact when the form has an email or a phone number. The contact is matched by email, then by phone. If neither matches, a new contact is created. These leads are not added to a HubSpot list.

On that contact SMOC writes:

• First name, last name, email, phone, and company. An existing company on the contact is left as it is.
• A company record, associated to the contact, when the email is a company domain or the form included a company name. Public inboxes such as Gmail are not used as a company domain.
• Lifecycle stage Lead, only when HubSpot has no lifecycle yet. An opportunity or customer stays as it is.
• Marketing status from the communication consent. When both communication and privacy were accepted, the legal basis is freely given consent.
• smoc_flow_id and smoc_flow_name.
• First and last touch as smoc_original_* and smoc_latest_*: UTM source, medium, campaign, id, content, and term, plus landing page, referrer, country, and device. Each sync writes the current visit into both, because the job does not read the previous touch back from HubSpot.
• Ad click ids when the visit had them: smoc_gclid, smoc_gbraid, smoc_wbraid, smoc_fbclid, and smoc_li_fat_id. A click id missing on a later visit is left as it is.
• A note with the flow name, the flow id, and each survey question and answer.

Message-flow smart leads

A reply on a LinkedIn message flow is classified as positive or negative. A positive reply is a smart lead. The SMOC contact is tagged Auto: Positive Lead, leadSentiment is set to positive, status becomes lead, and a smart-lead credit is recorded. A negative reply is tagged Auto: Negative Lead, with leadSentiment negative and status prospect. The same sentiment is stored on the conversation and the inbox thread.

When Sync smart leads is on, a positive reply is also written to HubSpot. The contact is matched by email, then phone, then the LinkedIn URL property chosen on the integration. Lifecycle becomes Lead only when HubSpot has none yet, and lead status becomes Connected only when HubSpot has no lead status yet. SMOC also writes the name, email, phone, company, city, country, headline, and LinkedIn URL when those fields are empty, plus smoc_flow_id and smoc_flow_name. A note stores the flow, the LinkedIn URL, the headline, and the reply. A negative reply is not sent to HubSpot. A positive reply with no email, phone, or LinkedIn URL is skipped.

Prospect companies

Prospect companies are organizations, separate from the people on a prospect list. Open them from Prospecting. A company can come from a HubSpot company list, be added or pasted here, be found on your contacts, or be identified from a web flow visit.

Every company gets three lists that fill themselves:

• LinkedIn contact companies — the employer on a LinkedIn contact.
• Form contact companies — the company name on a web flow submit, plus the website when one was stored. Public mailboxes such as Gmail are not used as that website.
• Companies engaged on webflows — a company identified from the visitor IP on a web flow. A name learned from the network is included when there is no website. Visits learned from a form email, internet providers, and proxies are not used.

The first pass reads contacts that already have a company, and web flow visits that already identified a company from the IP. After that, the lists update daily. Refresh on the list runs the catch-up immediately.

A company that already exists stays one row. A HubSpot company and a contact company with the same website, or the same name after a legal ending is removed, are the same organization. It can sit on several lists. Acme AS and Acme are one company. Acme Group stays separate.

One company can have several websites. The Domain column lists each of them. A pasted line can carry more than one URL (Acme AS, https://acme.no, https://acme.com). Select two or more companies and choose Merge to combine their websites, lists, org number, and LinkedIn URL. Copies that are already on the list stay until you select them and choose Merge.

The Name, Source, Domain, Org number, and Lists columns sort the whole list. The first click sorts A–Z. The next click reverses it.

Importing or pasting the same website, or the same name, updates the company that is already there. https://www.acme.no and acme.no are the same website.

You can also create a manual company list and put the same company on more than one list.

A company list shows the companies and the contacts already saved from them, for example Targets (2 companies, 5 contacts).

The search box in the Console top bar finds prospect companies for the open company, along with contacts, employer companies, conversations, and agents. Type at least two characters. Each group shows up to five results.

Company search import

Importing people from companies uses LinkedIn company search. Legal endings such as Oy, Oyj, AS, and AB are removed before the search. When a location is selected, every relevant name match is included. Classic LinkedIn searches up to 1,000 people at a company. Sales Navigator searches up to 2,450. The status says how many companies reached that limit. A repeated website or the same name in that import stays one company.

While the import runs, the status shows matching as company N of M, then importing as company N of M with how many people have been added.

A long LinkedIn rate limit pauses the import. The status says it is waiting for LinkedIn, and about how long. It resumes from the same company, officer, and people-search page.

When you import a saved company list, After this pass is Once or Keep watching. Keep watching imports companies added to that list later. Companies already walked are left as they are. On the prospect list, Sync company list runs that catch-up. The status can say it is watching that list.

A LinkedIn company match is saved and reused, including a lookup that came back with no company. The next import does not search those companies again until that saved result expires.

The October story is in Superpowers - 5: Your HubSpot Already Knows the Companies.