You can select specific tools from this list to use independently or in tandem with each other. Consider which tools you currently use for prospecting to determine your needs and gaps. Then, experiment with the options below to discover which ones work best for your business.
1. HubSpot CRM
HubSpot’s CRM allows you to keep track of sales activity and source new prospects. Manage your sales pipeline, automatically log all rep activity, keep information about all of your contacts in one location, and chat with those contacts in real-time. You can even call those prospects directly from the CRM to streamline all communication.
How to use it: The free CRM helps surface warm prospects who have already visited our website. Store contacts and companies, track deals, and easily manage tasks such as follow ups and meetings. You can also make the process of nurturing your customers easier by sending them personalized email sequences. Then measure the success of your email templates directly within the CRM.
Connect your CRM and HubSpot account to web apps you use to automate tedious prospecting tasks. Pick and choose from the hundreds of apps within the HubSpot Marketplace — many of which are specifically meant for sales teams — that will help reps work efficiently and effectively.
How to use it: Search the application marketplace to connect the apps and web services you use every day to your HubSpot account. Review the sales apps specifically for options that will help you simplify whatever it is your team is struggling with most.
Use email tracking to know when prospects open emails, click on links, or open attachments. HubSpot Sales also provides detailed contact information right in your inbox and allows you to schedule emails to be sent when you know your prospect will be most likely to open them.
How to use it: If we see that a prospect is viewing an email we sent two weeks ago, we can follow up with information related to what they’re viewing, or email them to set up another meeting.
With HubSpot’s prospects tool, you can track all visits to your website in real-time. The tool makes it easy for you to determine which people are engaging most frequently with your site so you know who to follow-up with.
How to use it: Customize email notifications for reps on your team. Use filtering criteria, such as location and company size to easily identify and organize your prospects. You can also set up regular email digests and notifications for the prospects that matter most to you and the reps on your team.
You can automate your lead nurturing sequence by scheduling outreach emails using SalesHandy. This tool allows you to automate up to nine stages of follow-ups to all recipients who haven’t opened or replied to your initial email.
How to use it: Use email campaigns to reach out to new leads and prospects. Once you get notified regarding their email opens, you can follow-up automatically and nudge them to respond. Email tracking lets you know how many times, and when your emails were opened, so you can gauge their interest and move them to the next stages of your funnel.
We can use Twitter to get an idea of what our prospect finds important. By showing them support through a retweet or favorite, or even engaging them in conversation, we can show them that we have their interests, challenges, and needs in mind. Because we’ve already opened the relationship through a personal medium like Twitter, we’ll have a greater window of opportunity to adjust our pitch.
How to use it: To inform the sales process. Use Twitter’s Advanced search to quickly sift through a prospect’s feed and find what’s important. For example, if we see that a prospect posted a question about our product, it’s a perfect opportunity to respond.
This provides us with a feed on the company’s recent updates to help discover industry news, marketing campaigns, events, product launches, and recently published content.
How to use it: We can reference these updates as trigger events to engage our prospects in real conversations.
Google Alerts allows us to track web mentions on a company’s name, product, competitors, or industry trends.
How to use it: Customize alerts to send real-time, daily, weekly, or monthly updates on whichever keywords are relevant to our prospects. We can use these to tailor our outreach.
Datanyze tracks competing technology providers and informs us of companies who have started or stopped using their solution.
How to use it: Connect with prospects after they stop using a competitor’s product to catch them while they’re on the market for a better offering.
This is an extension for Chrome and Firefox that lets us keep track of local or foreign time zones in our status bar.
How to use it: Manage your prospects in multiple cities and countries and never miss a meeting due to a misunderstanding between PST, EST, CT, or even international time zones.
Stay organized and efficient by taking notes in Evernote which syncs notes through their mobile, desktop and web apps.
How to use it: Use this tool while on an exploratory prospecting call to keep track of pain points, company details, and action items.
Kixie is a sales prospecting application you can integrate with HubSpot. It uses artificial intelligence (AI) to help you connect with more prospects.
How to use it: Use the full-voice and SMS enterprise phone platform to assist with your voicemails, a virtual receptionist, and call transfer. Integrate it with your HubSpot CRM and create sales cadences, automatically log all of your communication with prospects, and trigger your HubSpot Workflows during or after calls.
Begin Sales Prospecting
Prospecting doesn't have to be a difficult and tedious process. In fact, it can be a positive experience for both sales reps and prospects. Adopt a few of the strategies we reviewed above into your workflow and experiment with different techniques and tools to see what works best for your team.
Then, you'll be sure to begin converting more good-fit prospects into paying customers.
Editor's note: This post was originally published in May 2018 and has been updated for comprehensiveness.
Originally published Sep 10, 2020 10:00:00 AM, updated October 20 2020