For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers.
Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects. These tools streamline the prospecting process and can help sales teams close more deals. But if you don’t know which prospecting tools to use or whether your sales prospecting tools integrated with your CRM, you’re looking at hours of hunting down contact info across multiple platforms and doing manual data entry.
Fortunately, any SaaS platform worth its salt is going to come equipped with plenty of integrations that can be enabled with just a few clicks. Some CRMs, like Nutshell, also come equipped with built-in prospecting tools.
We’ve wrangled up a list of the best prospecting tools for sales that integrate with your CRM—either natively or through Zapier—and make finding and engaging with your most promising prospects a breeze.
For even more on lead prospecting, read Sales Tactics Encyclopedia: 19 Strategies for Prospecting, Qualifying, and Closing or watch the video below.
Sales prospecting is the process of finding and connecting with potential customers with the goal of converting them into buyers. Sales teams use sales prospecting to fill their pipeline, establish relationships with prospects, and ultimately generate more revenue.
Using the right sales prospecting tool can bring many benefits to a company. That’s because these tools streamline and simplify the sales prospecting process, which can otherwise be time-consuming and inefficient.
Here are a few benefits of using sales prospecting tools:
Sales prospecting isn’t just one action — it requires a strategy to discover prospects, determine whether they would be a likely customer or client, and then reach out to start a relationship. The success of each of these steps depends on whether a sales team has accurate information about prospects.
Sales prospecting tools make the process much easier and help teams accomplish more. The right tool can provide data like a prospect’s purchasing history, industry, budget, company size, and contact information.
This helps sales teams identify what services or products the prospect might be interested in and successfully make contact — without spending hours on manual research.
There’s little more frustrating for sales team members than spending time nurturing a relationship with a prospect only to find out that they’re not interested in the product, don’t have the budget, or aren’t the decision-maker for the purchase.
In these situations, having higher-quality prospects would have saved time and potentially led to more sales.
Sales prospecting tools provide crucial information about prospects so your team can filter their search and find the people and companies that are most likely to buy.
Sales prospecting tools also help salespeople find more new leads than they would be able to while searching manually.
By using filters in their search and other automation features that sales prospecting tools offer, your team can quickly find, qualify, and contact more potential buyers, filling your pipeline with more leads you can work toward a sale.
Sales prospecting tools vary greatly in their features and price. Selecting the best prospecting tools for your business requires considering all of your options and determining the best fit. Here are a few of the most popular prospecting software options in different categories to help start your search:
Many sales prospecting tools cost a monthly or annual fee per user. However, there are a few free options available that might suit your business needs:
Similar to Clutch, Capterra is a source for finding service and software providers. Users can compare pricing, features, and more for their search results. Capterra is especially useful for companies looking for verified reviews on different software and services.
Depending on your industry, your sales team can use Capterra to find businesses that might be interested in your software or services and generate new leads. You can save potential leads on the dashboard to pursue later.
TextMagic is a business text-messaging platform that sales teams can use to target prospects with SMS notifications, alerts, reminders, and confirmations. Using their API, you can integrate TextMagic with your business and text directly from your own app.
If you have a Nutshell account, you can use TextMagic to reach hundreds of clients a day with bulk, templated text messages, or text individual contacts directly from Nutshell. Nutshell will automatically save a copy of those text conversations on your customer timelines, and you can receive replies from
Which leads are more likely to close? Who should sales reps extend a more personal touch to? LeadBoxer can answer these questions and more with its lead generation and scoring software. It does so by carefully tracking a lead’s actions across your site, emails, and social media, then assigning them a lead score that illustrates the likelihood that they’ll buy.
What kind of communication styles and outreach methods do leads best respond to? That’s the question Crystal answers. Get valuable info about a lead’s personality so that you can take your message personalization to the next level. Crystal also offers communication advice so that you can make the best first impression possible.
Crystal offers a Chrome extension to view personality insights while browsing social media sites. You can also integrate Crystal with your CRM so you can receive communication insights for leads as you work
On average, sales reps spend only 25% of their time selling. LeadIQ increases sales and marketing efficiency by allowing your sales team to focus on higher-value activities. The LeadIQ tool saves sales reps an average of six hours per week on manual data entry alone.
LeadIQ enables your sales team to reach the right prospects at the ideal companies. You can capture leads directly from LinkedIn Sales Navigator or any website with one click and add them straight into your favorite sales tools. It takes 25 clicks, on average, to create an account in Salesforce; LeadIQ does it in three, which means your sales reps will reach the right prospects faster.
While free sales prospecting tools may work fine for the needs of some sales teams, if your company is interested in more robust features, the options below may be for you. Read on for some of the best prospecting tools for sales that offer premium tools for sales teams:
ZoomInfo tracks down your leads’ contact info, uses AI to suggest similar contacts to reach out to, and discovers intent signals such as projects that companies are beginning. With this information in hand, your reps can capitalize on and better communicate with prospects that have the strongest intent to buy.
ZoomInfo integrates natively with several popular sales software platforms, which automatically enrich lead profiles within your CRM.
Reply combines prospect discovery with email automation. The Chrome extension lets you add leads to a Reply account with a few clicks. From there, you can design a multichannel outreach sequence to connect with prospects over several days.
Reply’s AI features can sort leads by how interested they are and suggest email copy and length with the highest probability of converting.
Reply also offers several CRM integrations to help streamline prospecting. Sync contacts across platforms, add contacts from your CRM to a Reply campaign, and create new lead profiles in your CRM when you receive responses in Reply.
With Overloop, there are several ways to find leads and their contact information. Use the Chrome extension to find lead emails when browsing LinkedIn. Or, search a website domain for all associated emails. Once you have a lead list built, use Overloop to set up drip campaigns and automatic follow-ups.
Overloop natively integrates with several CRMs, so you can cut down on manual data entry by creating new leads in your CRM based on activity you capture in Overloop.
Once you have a list of target accounts, Outreach can help you make a quality first impression. The platform can suggest different automated outreach sequences across email, phone, SMS, and LinkedIn mail. There are also personalization tools that allow you to tailor messages at scale, giving reps more time to focus on meetings or speaking directly with prospects and less time on composing emails.
Outreach offers several native and third-party integrations that allow you to automatically log calls and emails made in Outreach directly to your CRM.
Mailshake specializes in scaling up your cold email outreach efforts without sacrificing personalization. Build outreach sequences with touch points across multiple platforms, from Twitter to email, so that you’re always top of mind with prospects. The simple and intuitive dashboard lets you see where you stand in your outreach efforts.
Mailshake offers native integrations with HubSpot, Pipedrive, and a few other CRMs, as well as more through Zapier.
For those looking for an all-in-one sales and marketing platform, SharpSpring is a comprehensive solution. In addition to designing and automating email sequences, SharpSpring can identify anonymous website visitors, track their activity, and assign them a lead score to keep your prospecting efforts focused.
SharpSpring has over a dozen different CRM integrations to help you get the most out of the platform. These integrations will keep contact information synced across platforms so there’s no need for constantly importing and exporting data files
Want a little more information about a lead before initiating contact? SalesLoft is an email automation tool that also provides lead intelligence, such as activity history, personality traits, and relevant news updates. SalesLoft can then use that information to suggest the best outreach methods and times for engaging with that lead.
SalesLoft offers native integrations with a few CRMs so that you can automatically log SalesLoft activity within your CRM. These integrations can also sync data across platforms and negate the need for manual data entry.
Leadfeeder takes a look at who is visiting your site, then monitors their activity to help qualify them as a lead. The platform can also enrich contact data so you’re never left searching for the right email or manually doing data entry. If you already have some target accounts in mind, Leadfeeder can send you updates about when they visit your site.
Leadfeeder integrates with several CRMs to automatically create and update lead profiles with information gathered by the platform. There are even more integrations through Zapier so you can connect the tool with your CRM of choice.
LinkedIn Sales Navigator allows you to take advantage of the social network’s user base of over 600 million professionals. Find new leads with the advanced search options, then let the tool suggest new leads for you. Sales Navigator also gives you crucial updates about target accounts, such as job changes or press releases.
Sales Navigator integrates with several CRMs so that you can save lead and account searches with a single click. Check out LinkedIn’s partner directory to discover which CRMs the platform currently works with.
B2B prospecting tools offer advantages when your company sells its products or services to businesses. Finding these leads may look different than finding individual customers. Here are some of the best B2B prospecting tools for your sales team:
VisitorIQ is a prospecting and company tracking tool built right into the Nutshell CRM.
VisitorIQ makes it easy to identify who’s visiting your website and then reach out to those interested prospects even before they fill out a form or call your sales line.
This tool gives you access to your site visitors’ company information, such as revenue, location, and number of employees, so you can determine if they fit your ideal customer profile. You can then access details about individuals at that company, including full name, job title, and contact information.
With Clearbit Prospector, sales reps can generate targeted lead lists with up-to-date contact information in seconds. Clearbit provides reps access to 200 million contacts at 20 million companies, and 85 different data points to filter through them all.
There are also several options through Zapier for connecting Clearbit to your CRM of choice, so that all your new contacts automatically flow into your company’s “source of truth.”
Datanyze is a cheap and lightweight Chrome extension that allows salespeople to get highly accurate information about their prospects in a matter of seconds. One strong point in Datanyze’s favor is that they take privacy seriously and over-deliver on all the legal requirements associated with finding information about people online.
Datanyze’s Chrome extension-as-default interface makes performing prospect research a breeze, as there’s no cumbersome user interface serving as an obstacle between research and outreach. It’s definitely worth checking out (for free.) Paid plans start at $21 per month, with 960 credits per year, at an average cost of just over 25 cents per lead.
Vainu’s real-time company data platform collects available information from open and public sources, transforms this raw data into meaningful company facts, and connects the data to our customers’ business systems.
Vainu connects with popular CRMs to help you find best-fit customers and engage with them the right way. The platform also connects with several marketing automation platforms to prioritize inbound leads and personalize your campaigns.
Thanks to these integrations, you can:
Albacross collects valuable information about your website visitors. This lead generation service identifies companies that are interested in your business, their size, revenue, industry, location, and contact details of their decision-makers.
Additionally, the platform provides insights into the behavior of your website visitors, such as time spent on your website and buyer consideration stage. This functionality goes a long way toward optimizing your prospecting time.
Albacross’s seamless integration with Zapier easily connects it to a wide range of applications such as different CRM solutions and outreach tools.
The biggest feature of InsideSales.com Playbooks is its ability to create and suggest automated outreach sequences based on a lead’s previous behavior. InsideSales.com can also update contact lists with up-to-date information so that your emails never bounce and your calls always go through.
InsideSales.com’s native integrations allow you to build pipelines faster within your CRM by suggesting contacts you should target and how you should engage with them.
Nutshell Pro offers unlimited Click-to-Call, so you can dial, record, and log your sales calls with a single click. Check out our full list of Pro features to see how we help B2B sellers save time and close more deals faster.
Despite the range of sales prospecting tools available, your team might be wasting time using them if they aren’t using an effective sales prospecting technique. Understanding the sales prospecting techniques that work for your business and finding the best tools for accomplishing your goals can help you reach a higher volume of qualified prospects and drive greater sales success.
Sales teams use a variety of sales prospecting techniques to generate leads. Though prospecting doesn’t have a one-size-fits-all solution, your team can use tried and tested methods to make the most of your prospecting time.
So what are three prospecting techniques that can help you find leads? Here are some of the best:
LinkedIn is a social media platform specifically for business professionals, allowing you to share updates about your company and connect with others in the same industry. LinkedIn and similar networking sites can be great for network marketing, when you reach prospects already existing in your professional network.
It’s critical to be active on the platform and genuinely engage with ideal customers, other industry professionals, and their content. Genuine engagement and relationship building is more beneficial for your prospecting efforts than random interactions.
An essential part of a successful sales prospecting strategy is customer segmentation. Chances are that your customers tend to think or behave similarly or have other commonalities like demographics or geographic location. When you understand how to identify key customer segments, you can develop a more targeted prospecting technique that reaches your ideal customers.
Create ideal customer profiles for the types of customers interested in your product or service, and perform market research to determine how your offerings might resonate with these people.
Sales prospecting can be time-consuming and often feel fruitless. You can use automation through sales engagement software to streamline the process and reduce some of the busy work. Automation also lets your sales team focus on their most important work, helping them be more successful.
There are many ways your sales team can use automation in their sales prospecting techniques. For example, sending automated emails through your CRM allows you to target specific audiences with email drip sequences based on their actions within your pipeline. Another opportunity for automation is using prospecting tools in your network marketing to schedule posts.
Selecting the right sales prospecting tools for your business may seem difficult, especially with all the options available for sales professionals. Remembering a few key tips will help ensure you pick a solution that meets your sales team’s needs.
The sales prospecting tools your sales team implements should specifically meet your business needs. After all, a prospecting tool is only useful as far as it helps you achieve your sales goals. Tools that don’t provide enough features or are difficult to use will only make your sales team’s job harder and may end up not being used at all.
Consider what sales strategy you hope to accomplish with a sales prospecting tool, such as generating new sales leads or nurturing existing professional relationships. Think about factors like the size of your sales team, your ideal customer’s behavior, and how your prospects prefer to be contacted.
Budget is another important consideration for your team as you select the best sales prospecting tools for your company size. A free option may suit your needs just fine, but you may have special considerations that require a paid plan. Weigh your budget against your business needs and the features you need from a sales prospecting tool.
Finally, take a look at the features of each sales prospecting tool your team is considering. Do you need to find prospects’ email addresses, keep in touch after your first engagement, or contact people with specific job titles within a company? Sales prospecting tools may help you accomplish these goals differently.
It’s also important to consider whether the prospecting tool integrates with your CRM. Integrating your sales prospecting tool with your CRM is extremely valuable, as it allows you to automate lead management tasks like email marketing and keep track of where your leads are along your pipeline.
Want to know more about finding the right tool for your sales prospecting process? Here are answers to a few more questions you may have about the topic:
A prospecting tool is a platform companies use to find leads, qualify them, and generate sales. These tools often use integrations and automation to streamline certain tasks in the prospecting process, such as finding emails and setting up meetings.
The most useful tools for prospecting are the ones that provide the features your sales team needs and are intuitive. A sales prospecting tool is only valuable if it is easy enough for your team to use to actually generate leads.
The five P’s of prospecting are five key points to remember when prospecting. The five P’s are:
Sales teams use many different sales prospecting techniques. Here are nine of the most effective for your representatives to consider:
Sales prospecting tools are incredibly helpful for reaching your sales goals, if you know how to use them right. Integrating your platforms allows you and the other sales reps on your team to get back to doing what you do best, which is offering a personal touch to your most promising leads.
Nutshell is a sneaky powerful CRM that integrates with many sales prospecting tools. Between Nutshell’s native integrations and the myriad of integrations powered by Zapier, you’re sure to find plenty of ways to make your favorite platforms work better together. Get started with a free 14-day trial today!
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