Regardless of the industry you’re in, sales prospecting is one of the key parts of the process. If you don’t have the contact information you need, then obviously there’s no way to reach out to someone.
Finding contact information can be for some sales professionals one of the toughest parts of the process. Along with finding contact information, what about how you organize your prospects once you communicate with them? How can you make the follow-up process easier?
The following are some excellent sales prospecting tools and tips for 2018.
“One of the most overlooked ways to find an email address is probably staring you right in the face,” according to Ajay Goel of GMass.
He’s referring to LinkedIn. He recommends in his blog on sneaky ways to find prospect’s emails that you look for their emails on public display on LinkedIn. More often than you might think, people do include their email address on their LinkedIn profile.
To find emails on LinkedIn, use the search bar to find your prospect. Once you find them, expand their contact information, which is located in a menu on the top right corner of the screen. There may be an email listed here, but if there’s not, there are other options available as well.
FindThatLead is a B2B sales tool particularly aimed at digital companies and startups. It’s used as a way to automate lead generation and outreach. You can use the tool to build out your prospect lists, but you don’t have to scrap sites.
Primarily FindThatLead caters to the needs of people from SaaS companies and fintech companies.
FindThatLead promotes itself as using different data sources instead of only relying on LinkedIn. There is a Chrome extension available, and there is also a Google sheet add-on.
Cognism is described as a tool to help you source more prospects but also engage more of your leads and ultimately accelerate your sales process and increase the number of deals you’re closing. Cognism uses proprietary data asset and includes tools for marketers, for sales, for startups and enterprise-level organizations.
For marketers there are outbound automation tools, and for sales professionals they can use the sales intelligence platform available from Cognism.
KickFire features what the company describes as IP address intelligence and B2B firmographic data. This lets users take IP addresses and translate those into companies. Then users can identify anonymous web users, and all of this account date can be integrated into a technology stack. Everything is based on the IP address of a company.
The IP address intelligence features from KickFire can be used for marketing, personalizing content, and predictive marketing.
There is also the KickFire Live Leads feature, which was touched on a bit above. With this feature, users can identify those web visitors that are anonymous, and this can help identify areas of intent for products and services as they’re happening.
There is the KickFire for Google feature as well, which links to Google Analytics and shows not only who’s visiting your website, but also who’s clicking on your AdWords campaigns.