Are you looking to expand your client base and increase revenue for your business? Then, this article is for you.
In the digital era, businesses must know about using B2B prospecting tools that target their marketing efforts more effectively and tailor the messages to the specific needs of their prospects.
By automating tasks such as lead generation, lead qualification, and personalized outreach, you can improve the accuracy and relevance of prospecting efforts.
However, numerous B2B companies still lag in moving to online sales. So, how do we overcome the biggest challenge for B2B businesses? It is by B2B prospecting tools.
Before we learn about the best platforms that help you grow your B2B businesses, let’s get to know about B2B prospecting tools in brief.
What is a B2B prospecting tool?
The B2B prospecting tool is software that makes the process of finding prospective clients easy for the sales teams. These tools not only help in identifying your potential audience but also reach out to them and convert them into a real paying customer.
This software helps businesses improve social selling, optimize traditional prospecting activities such as sending cold emails, and execute an effective outreach strategy.
These all-in-one tools provide accurate, up-to-date, and compliant contact information for your prospects, comprising all types of data (geographic, demographic, technographic, and firmographic).
Why should you choose a B2B prospecting tool for B2B business?
These tools were initially built to solve challenges faced by salespeople by providing them with all the required information (company size, industry, revenue, work life, job role, and more) to connect with the potential customer and make a pitch.
Without B2B prospecting tools, you might spend hours researching and still fail to connect with your potential buyers just because of relying on outdated and ambiguous data. This is where B2B prospecting tool comes into the picture; they allow businesses to maximize their returns by building more pipeline for your business to close deals.
Thus, all businesses must opt for the best B2B prospecting tools. These applications empower sales teams to research, identify, qualify, and start engagement with a prospect.
The following are the features offered by B2B prospecting tools:
- Build a high-performing sales pipeline
- Engagement and messaging tools
- Automated sales workflows
- Email marketing templates and automation
- Create your ideal filter based on the prospecting list
- Profile database with contact information
- Enrich CRM data
- Security features
- Data management
List of Top 6 B2B Prospecting Tools
Let’s cover the top 6 B2B prospecting tools that can help you grow your business quickly:
1. ZoomInfo
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ZoomInfo is a data company that provides valuable data for organizations and businesses. The software identifies leads, helps you interact with them, and converts them into prospects.
The platform lets you use its B2B intelligence feature that helps you identify the potential buyers within the target market and provides verified contact information of your leads.
Besides offering you crucial company information, the tool helps you find the contact details for employees and track visitors to your websites. Additionally, you can build a detailed sales database as ZoomInfo enables integrations with various third-party applications.
Pros
- It supports automated sales workflows, chatbots, sales call & email analysis, web form optimization, and custom marketing campaigns.
- It helps you create a tailored prospect list and allows you to dive deeper into department organization charts.
- Offers granular filtering abilities
- Offers seamless integration with your workflow.
Cons
- Drop-down menus can be challenging to find
- It does not allow you to see the list of previous contacts if the company is no longer active.
Pricing
They have different teams to look after your varied needs-
- SalesOS– To accelerate your entire sales process, you need to contact the ZoomInfo team and opt for this plan.
- MarketingOS– Contact the team and get the plan customized.
- TalentOS– Find the best talent faster by opting for this package with ZoomInfo, and get it customized by sending your details to the team.
2. Lusha Extension
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If you are running a B2B business and looking for verified data for leads and job candidates, look no further than Lusha Extension.
This B2B prospecting tool offers a Chrome extension and web app. The tool is best known for providing accurate data for email contacts.
The software also provides incredible security features and integrates with an extensive range of CRMs. The best part about this application is that you can reduce your time finding potential buyers and increase engagement.
Pros
- It is CCPA-compliant and GDPR-aligned.
- This tool minimizes the probability of prospecting without the right contact information and paying for the wrong information.
- It helps you quickly find qualified, laser-targeted lists with a 93.5% data accuracy rate.
Cons
- Options are limited for people looking for information on businesses with less than 50 employees.
- Scope for improvement in the sales support team as they should be able to negotiate with their prospects with robust commercials.
- Data should be updated more frequently.
Pricing
Free- $0 per user
Pro- $348 per user (annually)
Premium- $612 per user (annually)
Scale- Customized (annually)
3. Cognism
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Want to grow your business? Cognism is a B2B prospecting tool with global coverage that allows you to search the prospective clients for your business.
One of the leading platforms in sales intelligence, Cognism sets and delivers a new standard for data quality and compliance. The tool uses Revenue AI technology to help companies expand their operations and audience reach by grabbing their next business opportunity.
The application gives you access to a massive database of more than 400 million profiles and helps accumulate information to build a required profile of your potential customers.
Pros
- It features data cleansing and enrichment tools, technographic, and sales event triggers.
- Easy to use with excellent user experience.
- Excellent customer support.
Cons
- The provided data may not be accurate.
- Users might need to change their password, which is considered an operations team mistake.
Pricing
Cognism follows a transparent pricing structure as it customizes its user’s packages based on their requirements, budget, and desired workflow.
4. Seamless.AI
If you are looking to maximize revenue, Seamless.AI is an ideal platform that will deliver sales leads for B2B prospecting. With this tool, you can identify and segment your target audience by market.
This market intelligence platform helps businesses acquire the total addressable market instantly using artificial intelligence. Thus, it makes finding leads easy and converting them into a real paying customer.
With Seamless.AI, you can quickly get your prospects’ accurate email addresses and phone numbers.
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Pros
- Direct CSVs can be exported and fed into the CRM.
- A robust refresh rate helps to see if a lead has changed jobs recently.
- Offers a free version.
- Affordable and easy-to-use database-building tool.
Cons
- The phone numbers and email data of your prospects may not be accurate.
- Lacks extensive search capabilities.
Pricing
Free- $0
Basic- $147 per month
Pro- Contact the sales team if you seek additional credits and premium products and opt for the Pro plan.
Enterprise- Contact the dedicated support team to talk about the Enterprise plan.
5. Mattermark
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Mattermark is a B2B prospecting and lead enrichment tool that supports modern businesses by providing them with valuable information about private companies and entrepreneurs.
The platform also allows you to get actionable insights by syncing over 80 informative fields to generate leads and boost conversions (from first touch to deal close). You can also track other businesses’ success, growth, and performance over time, which breaks the cycle of doing business without data.
Pros
- This tool makes it easier and faster to source the best deals by integrating Salesforce CRM.
- Reduces prospecting time by identifying future customers.
- Exports data, including the company’s employee count, growth scores, funding, or location, to spreadsheets.
Cons
- The customer support team is not very efficient and prompt.
Pricing
Free Trial- Valid for first 14 days
Standard- $49 per user per month
Professional- $500 per user per month
Enterprise- You need to contact Mattermark’s team for pricing details.
6. Outreach
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Outreach is one of the leading sales intelligence platforms that help elevate your business and close more deals.
The platform also offers 3 solutions, outreach commit, engagement, and guide. With these solutions, the sales teams are empowered to create automated workflows and reach out to prospects.
The tool also allows sales reps to dive deeper into the sales cycle and offers live AI-powered coaching meetings. This platform is different from others because it empowers the complete sales organization- from sellers to front-line managers, ops, and sales leadership- to create and close more pipelines.
Pros
- Highlights the most important bits over the call that do not require you to take notes and re-listen to the call.
- Integrates with multiple platforms, including ZoomInfo and Cognism.
- Provides useful email templates.
Cons
- Customer support could be better.
- Users may face high bounce rates while using this platform.
Pricing
Contact the team of Outreach to achieve more with this sales execution platform, and talk about the pricing.
The Bottom Line
The first step in the sales process is prospecting. You cannot develop a database of who will buy your product or service without identifying your potential buyers. Moreover, it will be daunting to communicate with your target audience, who can become your real paying customers.
B2B prospecting tools help control product prices by gaining insights into market demand and competitor pricing. Once you ensure effective prospecting with these tools, you will see significant benefits, i.e., acquiring more customers, enabling you to earn more revenue.
Nikita Sikri is a content creator and marketer who simplifies complex ideas and structures words to make them easy to understand for all audiences. She is a professional writer and editor- currently running her content writing agency, Aim2write, in Gurugram, India.
