Sales reps spend less of their time selling than they spend on all other tasks. That should be no surprise, as a lot of time is spent on things like prospecting tools to get a sale cleared away.
But, what if there was a way to make prospecting faster, ultimately simplifying your workday?
I’m here to tell you in 2019 there is a litany of sales prospecting tools that get the job done in half the time. If you’re done with sifting through business data to get that next prospect, look no further than these 7 prospecting tools.
What Makes Good Prospecting Tools?
Proper sales prospecting methods turn leads into prospects. The bottom line is if your prospecting techniques draw in customers, you can cut down the time it takes to streamline lead generation to positive conversions.
Let’s start with a simple question to outline our need for better prospecting. What are the differences between leads and prospects?
You can think of leads as people who’ve shown interest in your product or service. When generating leads, sales leaders have to think, what brings users to our product? And, just as important, what technology can we use to make this process more effective?
Prospects are leads that fit the mold of your target customer. For example, if you’re selling marketing services to another company, you want to make sure the profile you have for that business matches the type of service you’re willing to offer.
When you’re building a prospect list, it’s essential that you create molds businesses can easily fit, and you motivate these customers to actually fill out the mold you’ve created.
This is where our list of prospecting tools come into play.
1. LinkedIn Sales Navigator
LinkedIn has over 450 million professional users, which all may count towards your list of potential prospects. LinkedIn’s sales navigator gives you access to their network of professionals.
It comes with an evolved lead and company search, so you can start manually creating your prospect mold. This same attribute lets you flow into their automatic lead recommendations tool.
Using these LinkedIn tools lets you save your business data, lead generation, and prospecting progress.
AngelList began as a directory for startups looking for angel investors, but their platform structure stayed put, allowing you to organize your prospect generation by company and employee listings.
This proves effective if you’re performing B2B digital marketing, or you’re interested in grafting your prospect strategy to a large specific company. AngelList lets you see how many employees are in a company, and gives users an organization filtering tool.
Clutch focuses on digital enterprises and agencies exclusively, affording you the ability to filter your prospecting options by company, rather than by suggestions of users in the market.
Mainly a B2B prospecting tool, Clutch built its model on a purely data-driven, explore-your-own framework. These two points lend a hand to your prospecting timeline, as you won’t have to spend additional time verifying your prospects or looking around on separate platforms.
Mention leverages social media to tell you what brands, keywords, or ideas your prospects share online. Using this sales intelligence tool gives you free rein to build a prospecting mold based on the exact things your customers say they’re into.
On the flipside, you can monitor your competitions influence on the web, and what keywords and brands they’re supporting. Here’s why this is useful: if you know what your competitors talk about, you know what their customers listen to.
Once you’ve drawn those connections, you can use Mention to filter in or out the customer data that fits your personal prospecting model.
Crystal is a personality-focused prospecting tool that calculates customers’ behaviors and communication style for you. Meaning, this tool helps form personality assessments so you can predict the appropriate way to gather prospect data.
Their tools use DISC, a form of personality test which creates a full prospect profile for you on the spot. Some examples of profile items:
When speaking to customer x
What motivates customer x
What to say in a meeting to customer x
What to avoid with customer x
The one draw-back is Crystals generalized tool-model. Although personality-typing is a big function in prospect research, it’s possible to lean on this trait too much. That said, it’s not a bad idea to pair Crystal with a more data-driven service to get results.
LeadFeeder connects with Google Analytics to track the users visiting your website. Once LeadFeeder tracks a lead, you’re able to create outreach plans, prospect profiles, and more depending on your highest viewed pages.
Furthermore, LeadFeeder tells you about customer behavior. That is, their software tracks and updates while people click through your website, telling you who is visiting and how long they’re visiting.
Lastly, their tool helps you find visitor contact information, giving you the ability to build a customer profile and reach out to them right off the bat.
Bypath is a sales intelligence tool that leverages Big Data to generate tons of prospects. Unlike other solutions, Bypath personalizes prospect data based on user location, customer base, and relational network.
Big Data is large and ever-growing, which allows for Bypath’s solution to parse millions of contacts and media sources each day. At the end of the day, Bypath is meant to generate a large prospect list and shape that list depending on your company background.
The Right Tools Get You Ahead
When it comes to sales, everyone is focused on converting their leads and upgrading their company faster than the other guy. The thing is if you’re spending all your time focused away from creating reliable prospects, you’re wasting your time.
Thanks to the modern development of sales prospecting tools, you don’t have to worry about coming home late.
Your time is now. Start converting your leads and building prospect profiles with ease. Don’t fill your head with cruft, instead, reach out to a company that knows a thing or two about its marketing and sales solutions.
Make today your big win.