4 Tips to 120 New Leads a Week – The Best Sales Prospecting Tools

December 12, 2016, Gil Allouche

A good friend who just founded a SaaS startup in SOMA asked for my advice. She’s getting pressure from VC investors to grow faster. She’s seeing traction with her inbound marketing efforts. But those efforts still take time mature into sales opportunities. Also, her Sales staff is having rotten luck with outbound prospecting. She’s was blown away by Metadata’s outbound sales growth and wanted to know what our secret was.

These are four tips I gave her to generate 120 outbound leads in a week.

Know, Don’t Guess – Outbound Prospecting Tools:

Take a scientific approach and prioritize your prospects by demographics. You shouldn’t be guessing who to contact and “powering through.” These tools can provide you with a plethora of personal info to get your Sales team started in the right direction.

  • LinkedIn Sales Navigator – Plug-in which allows you to select desired advanced targeting options such as company size and lead criteria, which returns a target audience based on your chosen filters. The audience set gives your sales team well qualified prospects. This tool can be obtained for well under $100 per month.
  • Growbots – This software offers access to 200 million decision makers across different industries, within Growbots’ network. Growbots claims to validate data by crosschecking 20 different sources. It also offers an api into Sales Navigator which makes the process of selecting the target prospect and contacting them, a breeze. CRM integration is available as well, to manage drip campaign sequences.
  • SalesLoft – Creates a connection between your email and phone flow and allows sales development reps to automate their processes. SalesLoft also has sales dialer capabilities. It integrates into SalesForce thus increasing the amount of calls a rep can make per day. SalesLoft auto-logs the information from the call and email directly to Salesforce.
  • Zoominfo – Customer lead database with direct phone number access to your desired prospects. Also available are employment histories, prospect colleagues and company revenue information. Similar to a Dun and Bradstreet, Zoominfo provides financial company intelligence.
  • Metadata (of course) – Enrich your emails over 150 data signals to generate a comprehensive target market user profile. Uses proprietary algorithm to find similar accounts and prospects and delivers them to your database.
  • Boomerang – Gmail plugin. Serves as an email reminder to follow up with a prospect and sends scheduled emails directly to the top of your prospects’ inbox.
  • Yesware – Gathers information on post email send data. Know who opened your email, who clicked on the links and identify engagement touch-points. Dashboard and team management analytics available. Identifies highly engaged prospects versus uninterested parties.
  • FindThat.email Enables users to search or verify emails in bulk, either manually through their website or by using a  Chrome extension. It’s edge is that it doesn’t rely just on publicly available information. But it utilizes trusted sources and cross-check results.
  • Aeroleads is a prospecting and lead generation tool which can be used to find emails and phone number of any business user instantly. With AeroLeads Chrome plugin, you can build your lead list in minutes and can transfer it to Salesforce or any other CRM or marketing automation software. It has a free trial too!
  • Mailshake is a simple solution for cold outreach. Built for marketers & salespeople, Mailshake enables you to send personalized emails and trigger-based follow-up emails, and track how recipients engage with your emails.

Fix Roadblocks with Prospecting Tools

Say you recently bought a new email list from a data provider and outbound numbers look great in Salesforce. Every rep seems to be making a lot of calls. However, your conversion numbers seem to be low. Your goal here would be to increase conversion from lead to sale. The process you would follow should be looking at the sales funnel report in Salesforce to see if you find anything that stands out.

For example, the reps are making calls but most existing prospects are unreachable. This could be an indication that your data is stale and you need a tool such as Growbots or Zoominfo.

Let’s suppose you call your sales reps in for a one-on-one to get more information on their process. Through these conversations you discover that since they are spending a ton of time trying to reach existing prospects, they don’t have a lot of time left for prospecting new clients. SalesNavigator would be of value in this scenario.

Automatically Integrate Your CRM Data

Once you’ve ironed out your outbound hiccups and you’ve decided on the appropriate tool, you need to automate the entire processes. You’re doing this so you can effortlessly scale. For example, your Sales Navigator tool should be connected to your CRM system, such as SalesForce and automation tools such as Hubspot. A connection between these two, will automatically update your prospect list in SalesForce. If you’re using Yesware (which is a great tool and very inexpensive, so there’s no reason not to use it) connect it to your CRM for a complete profile view on which customers are actively engaged with your emails. This will save your Sales team time and energy.

Check out our nifty CRM cheat sheet for useful CRM comparison info.

Organize your funnel

Setting up the right lead funnel sequence is key to creating a successful sales strategy. A common mistake companies make, is not having a clear separation between sales and marketing roles along the funnel. For instance, having multiple, simultaneous customer communication streams with different messaging is a huge no no. Emails communicating discounts and sales calls selling contracts at a premium is a good example. A poorly thought out sales and marketing strategy can cost a company thousands of dollars.

The key to setting up a successful funnel sequence is planning and more planning. Set up your marketing and sales goals in a way where they don’t compete, but rather complement one another. This will ensure that your marketing and sales teams are incentivized to work together. Once you’re done setting up the lead funnel, have someone else test it.

Those were just four of the quick tips I gave my old friend. There were also a 3 more I didn’t mention in this blog post. I’m happy to share what those are. Shoot me an email: hello at metadata dot com.

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