The duty of a salesperson is to cut through the clutter and discover potential buyers in order to generate sales. Many sales teams rely on business-to-business sales prospecting tools to identify potential buyers, contact the right prospects, gather information, and close more deals.
There are hundreds of top sales prospecting tools to select from, but busy salespeople don't have time to analyze countless lead-generating and sales prospecting tools, much alone test them to discover the best one for their company.
The best sales prospecting tools will reduce time-consuming and repetitive processes, allowing salespeople to convert more leads into customers. Although no sales tools for prospecting can replace the benefits of human interaction and relationship development, they are an excellent way to help your business thrive.
Continue reading to learn everything you need to know about sales prospecting tools and how to select the best one for your company.
What is Sales Prospecting?
Sales prospecting is the process of discovering and communicating with possible consumers who will benefit from your offer. Prospecting's ultimate purpose is to generate sales by identifying the proper buyers.
Prospecting is one of the most important elements in a company's sales strategy because it is the key to bringing in customers and generating revenue.
Once a salesman has identified a potential buyer, they must nurture that lead by demonstrating how their product or service will benefit them. Therefore, it is critical for sales representatives to conduct extensive research in order to find leads who may be interested in acquiring their goods.
Sales prospecting is not an easy task; it requires a lot of effort and time-consuming research. When a sales representative combines classic sales approaches like cold calling or cold emailing with sales prospecting tools, the possibilities are limitless.
Why You Need a B2B Sales Prospecting Tool
Customers today desire tailored marketing communications, and sales prospecting software provides salespeople with the data they need to personalize their approach. After all, segmented efforts are 26% more likely to be opened, and marketers have discovered a 760% boost in email income from segmented campaigns.
Additionally, a sales rep only spends one-third of their time actually selling. This is because businesses neglect the need of establishing a competent sales and marketing department, and sales representatives continue to spend hours analyzing and failing to communicate with buyers due to inaccurate data.
A B2B sales prospecting tool provides accurate and up-to-date contact information, helping salespeople drive more revenue for the company. The best prospecting tools for sales streamline the sales process by providing access to critical prospect data, allowing them to stand out among competitors with targeted, timely outreach.
Benefits of a Sales Prospecting Tool
The following are some of the advantages of utilizing sales prospecting tools:
- Find qualified leads: While cold calling and email marketing are both effective methods of reaching out to prospects, sales prospecting tools can assist you in identifying more quality leads faster and boosting sales efforts.
- Save time: Sales prospecting tools boost sales productivity and engagement, freeing up sales professionals to focus on other critical sales duties. Instead of having to conduct operations one at a time, these systems can automate several processes at once.
- Form better relationships with customers: Sales prospecting tools provide information on buyer behavior and needs, helping you to better address their requirements and establish long-term partnerships.
The Top Sales Prospecting Tools
Here are 15 of the top sales prospecting tools for 2022 that will help you streamline your sales prospecting and see the results you've been waiting for.
1. LinkedIn Sales Navigator
LinkedIn is the world's largest professional social network, making it an excellent platform for salespeople to locate and reach out to prospects.
LinkedIn Sales Navigator is a sales prospecting tool that includes more powerful search filters, more extensive prospect information, and the ability to store and recommend leads.
Outreach is a sales execution platform that supports B2B sales teams in generating more pipelines.
It accomplishes this by automating and expediting pipeline production, assisting sales agents with deal management, and offering real-time pipeline monitoring to remove the guesswork from forecasting.
Bombora data shows which items or services organizations are interested in, allowing you to target businesses that are actively looking for your offering. It saves you time from researching and contacting prospects who aren't ready to buy.
Bombora's data can be found in a variety of other sales prospecting tools, but you can also buy it alone.
Zoominfo is one of the best sales prospecting tools because it provides ample information you can use to quality leads.
It connects salespeople with valuable buyers by:
- Providing contact information for a certain company's workers
- Offering data-driven phone and email automation
- Allowing you to construct customized prospect lists
- Providing you with a sneak peek into organizational charts
BuiltWith enables salespeople to learn about the tools and software used by other organizations, such as analytics, hosting, CMS, and so much more. It also gives sales reps access to contact information, technology spending, and company size.
This sales prospecting tool can be used to find competitors in your industry and tools that integrate, as well as determine the technology budgets of other websites.
Mention is an excellent sales prospecting tool that enables companies and agencies to monitor web and social media platforms. It identifies essential conversations, tracks whenever a given keyword is used, discovers noteworthy patterns, and expands your internet visibility.
Social listening can help you adapt your outreach by delivering up-to-date information about what's being mentioned about a prospect.
Sales videos are quickly becoming a popular tool to interact with prospects, convert them, and close deals. Adding video to your sales emails, whether you're an inbound or outbound sales agent, is a strong method to personalize your outreach and enhance response rates.
Vidyard provides video creation for email outreach efforts, allowing you to easily cut through the clutter. This sales prospecting tool makes it simple to record, distribute, and track video engagement.
Overloop is a multi-channel sales prospecting tool that helps B2B sales representatives manage the entire sales pipeline, track performance, and close more deals.
It allows salespeople to:
- Gather prospect information
- Create prospect lists
- Oversee prospect outreach and follow-up
- Monitor and evaluate performance
As previously mentioned, sales representatives only spend a small portion of their time selling because they must conduct thorough research. LeadIQ addresses this issue by allowing the sales team to focus on higher-level duties by saving them an estimated six hours per week on manual data entry.
With this top sales prospecting tool, you can sync contact data to your system more quickly, determine the best time to contact buyers, and generate personal messages in a matter of seconds.
Leadfeeder identifies which businesses are already visiting your website and classifies them as leads. Leadfeeder is used by over 60,000 salespeople, marketers, and agencies to improve their outcomes, making it one of the top sales prospecting tools available.
With this effective tool, you can:
- Discover ready-to-buy leads
- Get a leg up on your competitors
- Transform anonymous traffic into actual corporate names
- Showcase the precise behavior of the businesses that visit your website
11. Clearbit Prospector
Sales teams use Clearbit Prospector to discover who is visiting their website and generate tailored lead lists with up-to-date contact information in just seconds.
This sales prospecting tool helps sales representatives target the ideal customer, locate high-quality leads, and determine when to contact prospects. Clearbit gives salespeople access to 200 million contacts at 20 million firms, as well as 85 distinct data points to sort through.
Reply is a sales prospecting tool that automates cold outreach without sacrificing personalization. With a few clicks, you can discover prospects, add leads to a Reply account, and then create an outreach schedule to contact those prospects.
It is a full-cycle sales engagement tool that allows a sales representative to find business emails, engage with leads, complete tasks, and analyze outreach results.
SalesLoft saves you time by eliminating dead-end opportunities and providing you with all the information you need before contacting a prospect. This is a top sales prospecting tool because it:
- Manages every interaction through a single platform.
- Provides thorough insights and recommendations for what to do next.
- Allows you to keep track of sales calls and correlate interactions to outcomes.
- Analyzes every buyer encounter so you can achieve success more quickly.
Additionally, you can use this tool to automatically log SalesLoft activities in your CRM.
Scale Your Business
Although using sales prospecting tools can significantly scale your business, it may not be enough to maintain long-term growth.
At SalesHive, our team of qualified experts will locate the best prospects for your company and schedule appointments with your staff. We use our own custom-built CRM and sales outreach platform for all email marketing, LinkedIn, reports, and scheduled meeting tracking.
Are you ready to meet your sales goals? Click here to learn more about our B2B sales outsourcing services!