Selling requires prospecting tools. More than 40% of salespeople say prospecting is the most difficult part of the job.
Sales prospecting software enables sales reps to search for prospects in real-time. Firmographics, technographics, and direct dials all help prospecting.
Sales tools tell salespeople who to contact, what to talk about, and when. Once connected, they have all relevant information.
In short, sales prospecting solutions help salespeople by automating the previously tedious discovery process.
Use of Sales Prospecting Tools
The reasons for using a sales prospecting tool vary by company include the following:
- Sales Cycle Management
- Time Management
- Sales Management
- Focused Targeting
Sales Cycles Management
These innovations facilitate difficult or lengthy sales cycles. This software is ideal for consultative sales teams because it requires multiple stages.
A sales prospecting tool helps sales reps manage their time. Automating sales prospecting can save hours of research for sales professionals.
Sales management helps maintain the big picture, full-funnel, and overall team success.
You don’t want to spend weeks or months emailing a lead only to find out they’re not interested in your product or worse, spammed. Sales prospecting tools help you find ideal customers.
Two Primary Prospecting Tools to Focus On
Before buying a prospecting tool, you must know what problem it will solve. Investing in a prospecting tool serves two main purposes.
Sales Engagement Platform (SEP)
Sales engagement tools help you engage with prospects and leads. Only a few top-tier sales engagement platforms exist. The most important features to look for in a sales engagement platform are those that help your team sell more effectively.
A SEP isn’t just for email automation. It should centralize all of your email, phone, and social interactions while also tracking what works well.
The right SEP will save you time by centralizing prospect interactions and tasks, and it will help you hit sales targets by leveraging data from email, calls, and social media.
Lead enrichment tool and contact database
Nine out of ten companies use two or more lead enrichment tools.
The best way to get reliable B2B buyer data is to have a complete contact database. Be sure to look for databases that have high contact accuracy and lead/data enrichment capabilities.
Create an ICP list of prospects with emails, direct calls, and cell phone numbers.
Streamlining your sales funnel requires data enrichment.
Marketing forms can only hold so much data, so the shorter the form, the better. The tool connects the prospect’s email domain to company information like size, revenue, technology, etc., making the buying process easier and faster for the buyer.
It also keeps your data clean. Every year, Salesforce claims, 70% of CRM data “goes bad.” Outdated data costs billions of dollars.