Everyone knows that none of the sales prospecting tools can replace the value of personal communication in customer relationship building. However, taking advantage of modern sales prospecting software is an efficient and smart way to generate more revenue in less time.
Nowadays, it’s easy to reach huge sales prospecting tools with simple clicks on Google. This leads to the question: How can you find the best tools for your team when you don’t have enough time to try them out one by one?
That’s why this post is truly for you. Ready to dive into the 10 best sales prospecting tools for your sales team and get more and more revenue?
I. What sales prospecting is?
Sales prospecting is the process of finding to engaging with prospects (leads who are qualified). It can take the form of a cold email sent to people who fit your customer persona, a cold call, or a message to a qualified lead using an outreach tool.
In general, the sales prospecting process includes 3 basic steps as below:
- Research: Learn everything you can about a potential customer. In particular, you want to find out if they are a good fit for what you’re selling and how you can tailor your message;
- Qualification: Determine which customers are worth pursuing and, if so, what order to put them in. Typically, prospective customers are graded according to how likely they are to become your clients and/or how valuable they could be to your company;
- Outreach: Take your time creating a customized pitch for every potential customer. You might simply give them an informative article or useful resource instead of making a strong sales pitch. Use the method you think they prefer to communicate with you—phone, email, or social media.
It’s no doubt to say that sales prospecting plays one of the most important roles in the company’s sales strategy. Every single sales team needs to go through these crucial steps to find out, connect with potential customers, and convert them into a buyer using B2B prospecting tools.
II. Awesome benefits of using the right sales prospecting tools
Automating your workflow with the right tool for sales prospecting brings lots of awesome benefits. Let’s check out 3 highlight advantages of using it.
Sales prospecting tools can help lighten the load of some repetitive tasks like writing sales email templates, creating prospect lists, or editing contracts. For example, a smart tool can be used to search, automated separate prospects into different groups, and manage prospect lists.
With prospecting tools for sales, you can cut down much time on several manual tasks. It eliminates repetitive work like making numerous calls, exchanging emails repeatedly, or creating sales pitches. Rather, it frees up your sales team to concentrate on other important duties such as making personal touch to your engagements.
2.2. Improve customer service
If the right sales prospecting tools are added into the workflow, it can help your team create a focused sales plan and also reduce customer friction down the line. A suitable tool can integrate with other tools in your company’s pipeline, such as sales CRM or retail management software.
In addition, once the customer data is available, if any customer encounters issues out of the line, your Support Team can easily use sales prospecting software to tackle them. Thus, you can take advantage of these smart tools to enhance your after-sales service.
2.3. Scale up sales prospecting
According to HubSpot’s 2023 Sales Strategy & Trends Report, 26% of salespeople only get 1–10 new leads per week. Exceeding this number is hardly possible with manual prospecting.
Once each prospecting step is automated, your teams can speed up the discovery, qualification, and outreach process with ease. In fact, smart sales prospecting software also provides access to prospect databases, then you can filter and sort data based on your ideal persona.
III. Tips for successful sales prospecting
Also learn: A Guide To An Effective Sales Strategy
Before diving into the best tools for sales prospecting, let’s take a look at 3 tips to ensure success for your prospecting process.
3.1. Get to know your buyer persona clearly
The first tip to success in sales prospecting is getting your customer insights as much as possible. Then, you can create an ideal customer profile that your products/services fit them well. The deeper you understand your buyer persona, the more effective your marketing messages can resonate with them.
These are several effective ways for you to collect customer insights:
- Customer feedback: You want to learn what your customers think about your products or services? Just ask them;
- Customer interview: This way requires more effort and time, however, it will help you understand customer pain points on a deeper level;
- A/B testing: A/B testing assists you to gain clear information about the needs of various customer groups.
3.2. Only focus on the most qualified leads
A qualified lead is the one that meets many predetermined criteria and is therefore worth following up on. Remember that in order to hit your revenue objective, you must devote all of your attention to the greatest number of potential leads.
You can identify them based on:
- Profile and buying power of the lead;
- Profile of the lead’s organization;
- Level of need for your product/service;
- Level of engagement the lead has had with your brand.
It’s much easier for you to detect them if you use a prospecting tool for sales. Just let the smart tool help you search, filter, and evaluate those above criterias, then you will have an informative list of qualified leads in hand.
3.3. Personalize as much as you can
It’s so natural when everyone wants to be special. Through the personal engagements, you can target qualified customer’s subconscious decision-making. Next time you reach out prospecting, try to customize your message to ensure leads instead of using a script for all.
Don’s skip 2 advice’s to create personalized engagements:
- Understand how your customers talk and listen: If you want to craft messages which are aligned with your customer, you need to catch the way they talk and listen;
- Don’t just print customer data, try to contextualize your messages instead: People are more likely to react to contextualized content than general pieces. Therefore, it is much more effective to interpret the customer data you have access to and use it in your messages.
IV. 10 best sales prospecting tools for lead capture
Are you ready to dive into the top 10 sales prospecting tools which can streamline your sales process and increase revenue in 2023? Check out now!
#1. LinkedIn Sales Navigator
LinkedIn Sales Navigator is considered one of the best sales prospecting tools these days. This top-notch tool allows users to build and grow relationships with prospects easily.
Furthermore, with the smart tool from LinkedIn, your team can stay up-to-date at all times while focusing on connecting with the best prospects, even without their contact information.
Pricing: start from $79.00/month
Cognism prospector is a global database including company and contact information, with compliant B2B emails and 98% accurate mobile phone numbers. With an easy-to-use filtering solution, Cognism allows you to reach prospect’s data at the right time.
In addition, this tool integrates with major CRMs and sales engagement tools (two-way integration with Salesforce, Outreach, and HubSpot), and also reduces admin and manual work when exporting the data. It works over LinkedIn and LinkedIn Sales Navigator to enrich automated prospect lists.
Crunchbase is an all-in-one prospecting tool with a wide range of designed features to simplify the sales workflow. Especially, if you become a Crunchbase PRO or Enterprise customer, you’ll get prospects who nearly-perfectly match your ideal customer persona.
Its advanced search also assists you to find accounts that match your ICP and ensure your lists will be filled by highly valuable prospects. And, once it’s the right time to connect, you can find verified contact data for key decision makers, then easily send personalized emails to them.
Engagebay is another amazing tool for sales prospecting. It uses best-in-class marketing automation to nurture your leads while building customer relationships. Using Engagebay means you can automate a wide range of manual processes including email sequences. Moreover, this smart tool makes it easier to organize email contacts and track deals for better sales growth.
Pricing: Free & Paid Plan
Lusha is a game-changing management tool designed for all sizes of business. Whether you are a giant in this competition or a SME, Lusha fits you well. This tool is easy to use and highly effective.
Lusha is considered as a great tool for building and nurturing databases. It also helps you increase conversion rate by using various features, such as automated saving of data on your CRM and also data-enriched forms.
Pricing: Start from $39/month
If you are an SME, DialogTech is a highly beneficial tool for your sales team. This awesome tool not only provides AI conversation intelligence and reliable features, but also provides accurate and actionable analytics regarding inbound communication.
Thanks to these features, you can provide personalized customer experiences and boost marketing effort in order to get the ultimate goal—increase sales conversions.
This is a top-notch sales engagement platform which assists you to deliver the best customer experience during the customer journey. With SalesLoft, you can build a custom pipeline, manage deals, create more opportunities, connect and engage with customers effortlessly.
TextMagic is one of the best business text-messaging platforms which your sales team can use to target prospects with SMS notifications, alerts, reminders, and much more. Using their API, you can integrate this smart tool in your workflow and text to customers directly from your own app.
You don’t know what kind of communication and outreach lead to the best response? Crystal got your back. With Crystal, you can easily get valuable information about a prospect’s personality. Then, take your personalized message and communication to the next level.
This tool offers a Chrome extension where you can view customer’s insights while browsing social media channels. Also, you can integrate it with your CRM or point-of-sales system to receive more lead’s insights.
ZoomInfo is a premium sales prospecting tool for companies that are interested in more robust features to enhance revenue. With ZoomInfo, your sales team can track down a lead’s contact information, and then use AI to suggest similar contacts to reach out to.
Imagine when you have this insightful information in hand, you can capitalize and better communicate with potential prospects.
V. Final Words
In conclusion, sales prospecting tools are incredibly fruitful for you to reach your sales goals as long as you know how to use them right. Bear in mind that using the smart tool is to help your team have more time to focus on what you do best.
Once you know how to take advantage and optimize sales prospecting tools in the right way, you can boost your revenue and take your company to a new height. So, take your time, find the right solution that fits your requirements perfectly, and manage your sales prospecting process effectively!
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