But why is this so important? Because the quality of the information you use to approach leads is the factor that defines the success or failure of your sales strategy.
In practice, for example, it works like in the world of cooking. Let's imagine a chef, about to prepare an important banquet. He has quality ingredients and a recipe in hand, but without the right tools – such as a sharp knife or a suitable pan – the whole process becomes slower and more complicated.
In B2B sales , prospecting tools are like those email lists australia essential tools. They not only speed up the preparation (in this case, prospecting), but also ensure that the end result is impeccable.
But how do you choose the best tool to “prepare” your leads? And, more importantly, how can you use it to ensure that your sales team performs at its best? Let’s find the answers below!
Types of prospecting tools
There are currently several tools available to assist and support the work of sales teams. Some are essential for achieving better planning and organization.
Others are complementary and can facilitate prospecting, an important step in a sales journey. Below, we will look at the types of tools that can boost the productivity of your sales team:
Is CRM a prospecting tool?
More than you can imagine! After all, organization is one of the most important characteristics to ensure the creation, development and evolution of a B2B sales prospecting process.
In this scenario, CRM (Customer Relationship Management) is responsible for controlling all relationships with current customers and future customers.
Its structure is made up of a sales funnel with stages that all leads that come into contact with the company must go through until they become a customer.
This monitoring is essential to know how your company's sales process is going, what is good and what needs improvement.
There is no point in excellent customer prospecting if you cannot follow the entire process.
If you don't yet have a CRM to help your sales team, we recommend reading the article “Understand what it is, how it works and the best CRM options” , which presents different options for you to choose from.
In addition to this article, there is a special episode of Roda da Prospecção, Econodata's podcast, which talks all about the use of CRM in B2B sales processes. Check out how it went:
How to use CRM to sell more and build loyalty!
Market Intelligence and Lead Generation Tools
Many prospecting processes are structured with a focus only on generating a list of company contacts , without giving due importance to market intelligence work. If this is your case, we need to be very honest with you:
It is very likely that your prospecting will fail in the very near future!
To transform this scenario, in addition to adopting a good CRM, the way is to also invest in tools that guarantee the application of market intelligence concepts from the beginning of your sales prospecting process.
The Econodata platform is a great option in this area. It uses Big Data to help companies define their ideal customer profile – ICP , and also offers the possibility of prospecting based on precise segmentations by region, size, sector, number of employees, estimated revenue and many other intelligent search filters. Take advantage and browse through a complete demo of the platform .
Inside Sales Tools
For those who have any doubts, Inside Sales is the act of selling remotely, that is, without face-to-face contact and via telephone, email and Google Meet, among other means.
This type of tool is used to structure a prospecting process. It allows you to create activity cadences to follow a pre-defined flow with the aim of increasing the chances of contact with prospects.
We can also say that it is a system aimed at optimizing sales activities based on three pillars: prospecting, communication and management.
In the Brazilian market, we can highlight Meetime as one of the most complete platforms for Inside Sales.
Email Search Tools
These are tools that will help you find the right emails for prospects using the website of the company they work for as the main rule.
If you know the first and last name of the person you want to locate, it will certainly make it much easier to find the correct email address to send a cold email.
They usually offer Chrome extensions that, when you visit the website of the company you are prospecting, already show you which emails are related to that URL.
Findthatlead, Lusha, Snov.io and Hunter.io are some of the options currently available on the market.