What are the prospecting tools?

Sales prospecting consists of identifying and contacting potential customers in order to generate sales and business opportunities. When prospects enter your sales funnel, you have no way of knowing if they fit your target. It is at this stage that the prospecting tools must be used. In this article, you will find the main prospecting tools, how and for what purpose to use them.

Why are prospecting tools important for sales actions?

Prospecting is important because it creates more sales opportunities for a company. Indeed, thanks to an effective prospecting policy, you can attract new customers in addition to those who are already loyal to your brand. Thus, with the help of the various prospecting tools at your disposal, you have the possibility to get more information about the preferences and requirements of new customers and to adapt them to your products and services. By making improvements and offering customized products and services, you will be able to sustain your business.

How to effectively use digital tools to succeed in commercial prospecting?

If you are not yet familiar with the various commercial prospecting software, you can use digital tools. You will just have to define your objectives and determine the behavior of your customers. Here’s how to use them effectively for your business prospecting:

• interact with your prospects by creating groups on social networks;
• make an e-mailing campaign;
• create showcase sites;
• take advantage of the benefits of SEO.

At INSEEC, we offer training courses focused on customer engineering, among others, where prospecting tools are widely addressed. It is possible to complete these courses in alternating years, with an internship, or continuously.

You can find for example :

• The Msc Project Management & Business Engineering
• The Msc Marketing, Distribution & Business Development
• The BBA International Business & Innovation Major

What are the main prospecting tools a salesperson can use?

Waalaxy is a lead capture software that allows you to automatically contact your target audience on LinkedIn and by email. With this tool, you can launch your campaigns in only 10 minutes. On a daily basis, you have the opportunity to contact 700 potential clients each week. This tool is appreciated thanks to its chat assistance, its various parameters, as well as its personalized and automated messages.

Hunter.io is a 3-in-1 online tool and is a great prospecting solution. The salesman can obtain e-mail addresses attached to a domain name, while checking if they are still functional. This tool has a storage capacity of more than 200 million emails. It can be used with any browser and is very easy to use.

Sales Navigator is a sales prospecting solution that allows you to find the right prospects and interact with them on Linkedin. It is also a specific Salesforce application. This tool is quite effective in that it gives the possibility to access the right people and companies through the advanced search.

In addition to finding people, Sales Navigator has features that generate leads, such as:

• Lead Builder and its precise search filters;
• TeamLink: which allows you to see if you know anyone in your target accounts;
• InMail: which gives you the ability to send personalized emails to 50 prospects.

What prospecting tools are used to collect customer data?

HubSpot is an inbound marketing and sales software that helps companies and salespeople attract visitors, convert them into leads and close a sale. This cloud-based platform collects all your data and synchronizes it. These data are in one place to have a single information system. This avoids inconsistencies in the data.
HubSpot has 5 “hubs” whose operation is completely transparent. With this prospecting tool, you can easily follow up on your business opportunities. Each sales person can have a personalized dashboard where he can see his different tasks.

Sales Cloud is also a specific Salesforce application that is designed to sell smarter and faster by centralizing customer information in one place. Here you can find all the information you need about the customers. This allows salespeople to track contacts and opportunities for an effective marketing campaign.

Sales Cloud provides useful features for salespeople:

• Efficient lead tracking with a detailed and ordered list of prospect activities;
• reports and dashboards to provide you with real-time visibility and insight into key information;
• Opportunity management for better sales rationalization.

If you have any questions about the courses offered at INSEEC, you can contact our teams, or attend one of our events!

Updated 13 July 2023