4 Things to Consider When Choosing A Sales Prospecting Tool in 2023
Organizations today are moving aggressively towards being frontrunners in the market. Every entrepreneur is trying to ignite the fire of innovation by using the best tools to surpass their competition. Conventional methods, strategies, and techniques are quickly fading away. This is thanks to the technical advancements and the fast developing business world.
If you want your organization to grow and survive, you’ll need to move in a new direction. You have to do whatever it takes to succeed, knowing that your top-line growth is based on your sales. The more you sell, the higher the return on investments. You must, however, note that this task isn’t easy. However that’s not to say that it’s beyond the bounds of possibility.
Change the way your organization functions for improved operational effectiveness. Technologies keep advancing and they can free you from the modern-day drudgery.
Haven’t you been in a situation where you missed a follow-up or couldn’t achieve your sales target because you were engaged in repetitive and unproductive tasks? Such situations happen when you don’t have the right automation system in place. Simply put, an unorganized structure leads to unwanted results.
Various sales prospecting tools are designed to help you manage your sales, leads, projects, and communication with clients. You just need to find the right one and smartly leverage it for maximum benefits.
How to Choose Sales Prospecting Tools in 2023
To get a head of the competition, it’s important that you follow the evolution of sales prospecting tools. There is a lot of software in the market that can help your organization in commercial prospecting.
You can, for instance, find email marketing software that can be used to attract prospects that can become clients. There are also emailing tools that enable users to prospect new leads.
It is therefore important to select a tool that will correspond to your expectations. Be sure to do that before officially launching a commercial prospecting campaign by email. Here are considerations when choosing a sales prospecting tool.
- Know Your Prospecting Goals
Before you start working on something, it’s best to think of your reasons for doing it. The goal is converting a prospect into a lead. So when it comes to choosing the correct sales prospecting tool you should go for one that will reduce admin time, increase your productivity, and enable you to convert a lead into client and get the best return on your investment.
Let’s assume that you want to use targeted emails. Some forms of outbound have had different degrees of success in the past. Targeted email, however, has a few things going for it. It allows you to choose your clients with expert precision and bypass gatekeepers to bring your message directly to the decision-maker.
Targeted emailing is also highly predictable and with the right prospecting tool, it can get automated.
- Identify Your Target Market
Every product is usually intended for a specific target market. It’s for that reason that you must identify your target market. This will enable you to personalize your commercial prospecting plan.
The next step after identifying your target market is to study its behavioral pattern. Social studies have allowed the ranking of the most used social networks by B2B decision-makers. Indeed, the highest percentage of decision-makers uses LinkedIn for their professional activities.
Facebook comes in second and it’s followed by Twitter, which attracts about 30 percent of B2B decision-makers. LinkedIn remains the most popular social network due to its professionalism. Thus, it’s recommended that you prioritize prospecting on LinkedIn by choosing tools that are adaptable to this social network.
You’re also advised to use software that’s compatible with smartphones. According to statistics, 59 percent, which is more than half of the global population, connects to social networks via smartphones. 79 percent of smartphone users use these phones for online purchases.
- Find out About the Available Prospecting Tools
There are a few prospecting tools that your organization will have to choose from to go from identifying clients to a warm lead.
Remember that prospect data is crucial to the outbound process. You can manually find prospects using LinkedIn. You can also get your prospects email addresses by using free tools such as the Rapportive. Alternatively, you can buy data from a bulk data provider like Data.com or Hoovers.
While manually prospecting and purchasing data, you have to verify the contact data received from tools like Briteverify. That’s because even data from big name sources can turn out to be outdated and their emails bounce about 30 percent of the time when not verified.
Sources like Discover.org have a great coverage of the tech vertical, however, they are a bit spotty in some areas. Each of the mentioned sources has inconsistency when it comes to the kind of information provided.
A tool like Growbots solves these issues by allowing you to make an advanced criteria. This enables you to find the best prospects with verified email addresses. Also, the prospects you generate include diverse types of data such as the technologies used by the organization in question.
- The Ability to Import Your Contacts and Configuration of the Sending of Prospecting Emails
To select the right sales prospecting tool, you must consider the possibility of directly importing contacts from your customer relationship management software. Alternatively, the prospecting tool should allow you to build your list via an application.
This functionality enables you to multiply your sources of acquisition. You can do this without risking being dependent. You can also import your contact list from the tool through professional social networks.
When it comes to emailing, there is a lot of active prospecting software. The commercial emailing software, for instance, is used to send prospecting emails directly from their servers.
A lot of messaging systems can now recognize mass mailings from this type of prospecting. You can do this by directly filtering your messages as promotional messages.
When you connect your server to IMPA/SMPT, the emails will be sent as if they really came from your mailbox. Alternatively, you can connect your server natively to your outlook or Gmail account.
The best sales prospecting tool is supposed to give you complete control of your sales process. It should help you maintain strong customer relationships. So whatever tool you decide to use for your business, be sure to use it dedicatedly.
A lot of organizations integrate sales prospecting tools. They, however, fail to maintain it and as a result, they are unable to achieve the desired results.
Sales prospecting tools can make a big difference in your organization. That’s why it’s important to choose the best one that’s easy to use and adapt.
4 Things to Consider When Choosing A Sales Prospecting Tool in 2023