With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales.
For the first time ever, buyers and sellers are completely aligned. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field.
However, with so many sales prospecting tools out there, how do you know which ones are worth your time and money?
To help you out, I’ve put together a compendium of my favorite B2B sales prospecting tools: a list of both free and paid tools that will surely turn heads and help you get the best out of your sales team.
But before we start, let’s define what sales prospecting is.
What is Sales Prospecting? Sales prospecting is the art of searching for customers, buyers, and potential long term clients to help you grow your team’s sales pipeline. It is the art of finding those who most resemble your target buyer and initiate conversations or engage with them.
When scouting for a sales prospect it is important to identify those who are the best fit for your offerings. Traditional sales methodologies were heavily focused on closing deals and not much on identifying whether or not, both the buyer and the organization, were a good fit between them in the long run. That’s why we created the PVC Method, a sales methodology that focuses on prospecting.
Prospecting is not to be confused with lead generation and prospecting tools aren’t lead generation software.
What is the difference between a lead and prospect? This is one of the most common misconceptions among those just entering the sales field. I’ll quickly elaborate on both.
A lead is someone who expresses interest in your product or service, visits your website, watches your videos or even fills out a form. It is often associated with the inbound sales process. A prospect is someone potentially qualified, aligned with your target persona, that has engaged with you in some way, shape or form. It is more outbound related. Both leads and prospects need to be nurtured and driven down your sales funnel in order to ultimately become buyers. Now let’s dive into sales prospecting tools.
Listen to Episode #161 of the Modern Selling Podcast where I talk with Vengreso’s CBO and Co-Founder, Kurt Shaver, about my favorite sales prospecting tools.
What are Sales Prospecting Tools? In any industry, the competition is high when it comes to finding potential buyers and convincing them to buy your product or service. This is a challenging task, and in order to achieve your sales goals, it is critical to be open and knowledgeable about new strategies, tools, and technologies that can level up your team’s prospecting game.
A sales prospecting tool is any software that helps you automate small, repetitive tasks, so your sales reps can save time and deliver the right messaging to your prospects.
These tools will give your sales reps all the necessary information, as well as help you make the best decision to determine whether a person is a good fit or not for your organization. It helps with sales productivity and efficiency that will leverage the engagement with your buyer persona.
Prospecting tools will essentially help you gather more information, move faster, target the right people and engage prospects in a more meaningful way in order to close more deals.
Sales Prospecting Tools to Find Contact Details Within the realm of sales prospecting tools, there are a myriad of use cases, designed for specific tasks. Here are a few of tools that allow sellers find contact details:
Seamless and Zoominfo – Often called the Google of contact searching, these tools allow sellers to not only search for prospects’ email, website, and contact info, but also export these newly found prospects into a CSV. Prospect.io – By using their Chrome extension, sellers are able to instantly search for decision makers within a domain name. Using AI, Prospect.io pulls up a list of emails, phone numbers and other relevant information within any organization. Additionally, with Prospect.io you can save a contact or, within seconds, send them an email. If you’ve sent an email, prospect’s tracking tool allows you to see if they’ve opened it, replied, and even converted on your website. LinkedHub – Instead of spending time on data entry from LinkedIn to Hubspot, this B2B prospecting tool allows users to synchronize all info and messages directly into HubSpot. This beats the hassle of copying and pasting with the possibility of skipping valuable information. It tracks and synchronizes sales messaging from LinkedIn. Tools to Qualify Prospects A second category of sales prospecting tools I’d like to dive into are those tools that…