I’ve previously outlined how tools for sales prospecting work at the top of the sales stack, and now I’ll go into detail for the sales prospecting portion.
The Best Sales Prospecting Tools of 2018:
Hexa.ai (formerly ProLeads.io) is a sales prospecting platform that aids in personalization and efficiency. Hexa provides data-driven prospecting by automating lead enrichment. It directly integrates with a plethora of data providers (Clearbit), emails tools, and CRM’s (Salesforce).
LeadCandy provides highly targeted sales leads by analyzing the customers of competitors & complementary products and by leveraging the network of teams to find referral paths to potential leads.
Leadfeeder is a sales intelligence tool that identifies the company of unknown website visitors. By integrating with Google Analytics, Leadfeeder can tell you what companies are browsing your website, and what their behaviour looks like. This represents a fusion of inbound and outbound marketing working in tandem. After qualifying visitors (based on which pages they viewed and/or for how long), you can then search for the right individuals in that account and send them to your CRM or campaign.
Clearbit is a lead prospector’s dream come true. Clearbit has several products: Enrichment (to complete missing company info), Prospector (to find individual emails at a certain domain), Discovery (to find business similar to selected domains OR to set a search parameter), and Reveal, which turns anonymous web traffic into company profiles. Clearbit integrates with Salesforce and Zapier.
Hunter is a lower cost alternative to enterprise tools. It previously had a Chrome extension for turning LinkedIn profiles into emails, but that feature has since been discontinued. The extension still works for domains, and it integrates with Google Sheets.
FindThatLead fills in the void left after Hunter’s LinkedIn integration was discontinued. It provides corporate emails along with verification. FindThatLead has a chrome extension and a Google Sheets integration.
I recommend that you hire a virtual assistant (VA) to aid you in processes involving B2B prospecting, in addition to using automation tools. There are some aspects to campaigns, such as data polishing, that require human quality assurance checks. At times, even the best technology can produce errors, or perhaps the data source was faulty to begin with. In any case, you don’t want to erode goodwill by messing up the “FIRST NAME” field in a cold email.
Where to Find Prospects:
Twitter, LinkedIn, and even Facebook can be goldmines for prospectors. You can identify potential targets based on what company they work for, who they follow, and what groups they are a part of. Getting this type of data at scale is much easier than one might think. Twitter and LinkedIn profiles are public for the most part, and once you are a member of a facebook group
Depending on your industry and/or niche, there are usually some directories that will list out businesses. Sometimes theses could be tradeshow exhibitors, speakers, or other industry associations.
There are plenty of databases that provide company data and contact information, such as ZoomInfo.
Once you have a domain name for a company, most tools can take things from there and fill-in the info that you’ll need within a spreadsheet. You can then proceed to enable your lead generation engine by using Zapier to integrate with your respective tools, depending on how your funnel is configured.