mastering outbound prospecting - smart selling · pdf fileaccount-based sales development...

Mastering OUTBOUND Prospecting

Technology Guide

Technology Guide Mastering OUTBOUND Prospecting

Finding Contacting Monitoring Preparing

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ContactTemplatesCampaigns





MonitorTrigger AlertsTracking





MonitorTrigger AlertsTracking

PrepareDossiersNews Summaries



ListBuilding

Triggers Installed Tech

Lead Clipping

Campaigns/Cadence Outreach system

Dossiers Other

Avention × × × ×

CallOnTheGo × Mobile Prospecting

Capture by RingLead ×

Companybook × × True Addressable Market & Mkt Segmentation

Datanyze × × × × ×

Groove Labs × ×

InsideView × × × ×

KiteDesk × × × × × × Social Connections,

LiveHive × × Email templates and tracking

LeadSpace × × Lead/account enrichment, & predictive scoring

LeadGenius × × Social Connections, & Custom Data Points

LeadCrunch × Artificial Intelligence

MonsterConnect

ProspectR × × × By Corporate360

QuotaFactory × × × × Preview Automated Dialing

SalesLoft ×

Salestools.io × × × × Social connections

ToutApp × ×

YesData × × Social Connections

ZoomInfo × × × × × ×



Manually dialing sales calls is slow, painful, and a

mess. Doing this on-the-go is even harder. Taking

notes on-the-go only to enter the data in a CRM

later is a nightmare.

Sales people need a way to call lists of numbers

FAST and on the go. Other mass calling software

requires being glued to a desk. However, being on

the go means their office might be the airport, car,

coffee shop etc.

Most importantly, results need to be tracked

online i.e. who was called, time, date, and whether

they were reachable or not. Taking notes needs to

be easy!

CallOnTheGo auto speed dials lists of people

directly from your cell phone while syncing results

online to your CRM. So you can connect with

more people, faster than ever, while on the go!

Appendix

Learn more

Here’s a scenario. The salesperson has a two hour window to call 50 prospects.

1) Start the CallOnTheGo app on my phone.

2) Select which list to start calling.

3) My cell phone auto speed dials each number & tracks details online in my account.

http://www.callonthego.com/



It’s easy to find the right companies and

contacts by searching the web or social media.

Where salespeople get hung-up is figuring out

how to contact them. They have to hunt for an

email on the website, or send an inMail on

LinkedIn.

What they really need is a direct email and

phone. That’s what RingLead’s Capture does.

Salespeople can capture one or more contacts

and Capture will find and append the phone

and email along with key company information.

The contact details can be easily imported

directly into CRM or into a CSV file.

Capture entire pages of contacts, or one at a

time.

Learn more

Appendix

https://www.ringlead.com/capture/



Are you spending too much time and money on sales

information that does not help you identify net new

customers?

Are you spending too much time and money on sales

information that does not address the bigger problem?

THE BIGGER PROBLEM is identifying NET NEW

customers.

As measured by these symptoms:

Struggling to grow

• Need for net new customers in the pipeline

• Need to identify niche or unique customers to sell

to

• Desire to identify new markets

Companybook is the world's first AI Growth Engine

that increases the number of net new opportunities for

sales to pursue.

We identify your 'true' addressable market by

providing company focused searches with instant

access to company data sourced from the web.

Our Smart Search and Smart Match patent pending

algorithms identify previously unknown opportunities

in niche and emerging markets.

Appendix

Learnmore

http://www.companybook.us/



Datanyze helps technology provider sales reps

answer two critical prospecting questions: "Who

should I contact now?" and "What should I say to

grab their attention?"

By combining data collection and predictive

analytics with prospecting tools, Datanyze helps

customers build targeted account lists complete

with contacts and contact information.

Our software also alerts sales reps when a target

account has just added or dropped a particular

web or mobile technology, so they can respond

accordingly with their offer.

Datanyze also provides a free Chrome extension

that uncovers the technology stack and

firmographics of any website.

Appendix

Learnmore

http://www.datanyze.com/



To be successful in Outbound Prospecting, you have to

find the right targets and deliver the right messaging at

the right time. Each day it is getting far easier to find the

right targets.

On the other hand, it is still incredibly hard to deliver the

right messages at the right time. Often new reps are not

sure what part of their message is resonating, and what

the common patterns are of both success and failure.

When you are always sprinting to get toward your quota,

it is hard to pull out these insights and use them to drive

a consistent process.

This is what Groove will do for you. We capture all the

prospecting activities that are happening, help you

understand which activities are driving results, then

allow you to use this information to create a more

repeatable process.

With Groove, your reps not only save a ton of time but

also ensure they are providing the most possible value to

your customers.

Appendix

Learn more

http://groove.co/



The #1 challenge salespeople face is a lack of qualified leads.

KiteDesk helps to overcome this problem with our smarter

sales prospecting software that incorporates clever digital tools,

including a Web App, Chrome Extension, and Data

Marketplace for providing the right information on prospects at

the right time.

We believe that information must be used as a sales

differentiator. Our breadth of data is wide and meets the needs

of thousands of customers across many industries, highlighted

by the ability to build hyper-targeted lead lists around your

Ideal Customer Profiles.

More important than data itself is how it is accessed, then

used. Our customers buy us because we help their team FIND

leads quickly and efficiently—then work those leads in an

organized FLOW— with a seamless process. Building Lead

Lists with KiteDesk is painless. It's also visual and free of

laborious steps.

In sum, KiteDesk offers a complete prospecting platform,

suited for daily sales use. More qualified leads, with less work.

Appendix

Learn more

https://www.kitedesk.com/



Lead conversion is the most inefficient and expensive

part of the sales funnel, yet has the highest impact on

sales numbers. Increasing lead conversions by just a few

percentage points can significantly influence the bottom

of the sales funnel.

Even with a well-outlined Ideal Customer Profile, B2B

companies still struggle with poor quality leads that

deliver low conversion rates (industry averages range

between 2.5% and 5.5%!).

This lends to unnecessarily high costs of acquisition,

frustrated sales teams, and missed sales targets.

LeadCrunch helps companies dramatically improve sales

and marketing conversion rates by providing high-

precision B2B leads using Artificial Intelligence.

Our platform identifies hidden predictive attributes of

your best customers to consistently deliver the best leads

for your inbound and outbound sales & marketing efforts.

Our self-service platform improves lead conversions by

200%-300% and reduces sales cycles by 15%-25% to

accelerate growth.

Appendix

Learn more

https://www.leadcrunch.com/



Outbound prospecting shares similar problems to other

areas of marketing:

• My database is a piece of garbage

• SDRs and sales reps don't know how to qualify and

prioritize leads and accounts; they have too many or

too few leads or

• They may be struggling to get started with account-

based marketing

Leadspace addresses these challenges head on. Built on

a Virtual Data Management Platform, Leadspace helps

drive more outbound pipeline through net-new

discovery, on-demand enrichment and predictive

scoring for both individuals and accounts.

Leadspace is trusted by sales and marketing

organizations across more than 120 leading B2B brands

including Oracle, Microsoft, Marketo, RingCentral and

BloomReach.

Appendix

Learn more

http://www.leadspace.com/



Marketing, Sales and Business Development Reps

typically spend 20-30% of their time researching and

emailing leads. LeadGenius automates those steps in the

outbound process so teams can spend more time on

revenue-generating activities such as demoing and selling.

LeadGenius uses machine learning and a global network

of human researchers to identify a client's ideal B2B

customers then sort through replies at scale.

By combining, lead generation, email outreach, and

analysis of replies in one platform, LeadGenius makes

outbound faster and more cost effective.

LeadGenius' SaaS platform can:

• Build detailed target account lists.

• Identify accurate contact information for every decision

maker in a target market.

• Add high-value demographic, firmographic and custom

data to marketing automation software or CRMs.

• Easily send hyper-personalized messaging to decision

makers throughout the buyer journey.

And more

Appendix

Learn more

http://leadgenius.com/sales-inquiries



It’s difficult for salespeople to personally reach out

to large lists of prospects and to keep up with the

subsequent follow-up attempts.

LiveHive speeds the outbound prospecting process.

With LiveHive SmartPath automated email and call

scheduling, sales teams can send out hundreds of

emails in a single click. Using pre-built email

templates, sales leaders can be confident that reps

are using the right messaging and still give them the

ability to personalize templates as needed.

LiveHive's Top Prospect Ranking automatically

prioritizes prospects based on their engagement. This

lets reps zoom in on the best opportunities faster.

Research shows that up to 50% of sales go to the

first responder. LiveHive lets you respond faster to

your trade show leads by automating processes.

Sales leaders also can monitor team activities and

sales processes in real-time to ensure that follow-up is

on track.

Appendix

Learn more

http://www.livehive.com/



Corporate360 offers SaaS based marketing data cloud

software for B2B marketers to help discover sales leads,

ideal buyer contacts, technology installations &

competitive intelligence.

Corporate360 is a BigData software company offering

SaaS based marketing data cloud software to help B2B

marketers discover sales leads, ideal buyer contacts,

technology installations & competitive intelligence.

Our data-as-a-service cloud helps B2B sales reps close

deals faster, eliminate sales research, accelerate pipeline

creation, beat competition & maintain CRM data

accuracy.

C360 products can solve many sales and marketing

issues, including:

1) finding new prospects

2) finding accounts most likely to buy

3) finding customers most likely to buy more

4) discover competitive intelligence;

5) maintain CRM data accuracy and

6) finding actionable sales leads.

Appendix

Learn more

http://www.corporate360.us/



Sales reps have too few sales conversations, with no

defined process, and very little accountability around

their daily process.

QuotaFactory Prospecting Relationship Management

(PRM) software enables sales development reps and

managers to perform, track, and execute all prospecting

activities to generate an increased number of fully

qualified leads. Our focus is on streamlining sales and

marketing workflows to put SDRs in the best position

to have more conversations and exceed quota.

The platform combines a successful and ingrained

account-based sales development prospecting workflow,

data fulfillment and management, automated dialing,

competitive intelligence and gamification for increased

employee engagement.

Our objective is to provide greater visibility into the

sales process, initiate a higher level of SDR

accountability, create a more accurate forecast, and

ultimately more closed business.

Appendix

Learn more

http://www.quotafactory.com/product/



Business Developers have more and more challenging

KPIs. In today's sales environment, SDR do not have

time to prospect correctly and in the same time are

tired of wasting their time reaching out unqualified

prospects.

Prospecting on social media is great but it takes 40% of

sales reps time. Prospecting using lists is very inefficient

as it provides poor quality leads with high bounce rates.

Salestools.io came up with a solution that uses a

complex algorithm on social networks to generate data

on targeted profile. SDR can make a search on a very

precise niche on professional networks and extract fully

their contact information, company details, and so on.

Salestools is a cloud based solution fully integrated with

CRMs Salesforce, Sugar, Pipedrive and 70 more.

Our clients save 45% of their time while sales

prospecting and are top performers of their respective

sales team.

Appendix

Learn more

https://salestools.io/


Sales teams suffer from several outbound prospecting

challenges including:

• Inconsistency in the sales process & messaging

• Need pipeline quality and quantity to hit your number

• Low rep productivity

• Lack of visibility & incomplete CRM data

These are the challenges that ToutApp solves.

When you sales team is communicating, ToutApp helps

organize all those different channels, times and methods.

Easily define multi-touch sales campaigns across email,

phone and social media to drive consistent prospecting

process that gets meetings and increases pipeline.

Directly integrated into Gmail, Outlook, your phone

system and your reps calendars, so that they can easily

communicate and book meetings.

Appendix

Learn more

https://www1.toutapp.com/



Companies struggle to find target and qualified leads and

they are challenged by existing customer and prospect lists

that are inaccurate.

YesData Targeted Leads

• Research Company Profiles

• Identify Key Executives by Title

• Target New Customers by Industry

• Email New Business Contacts

YesData makes it simple to search for targeted business

leads, get contact names, phone numbers and email

addresses. Fuel your lead generation program with data on

more that 5 million companies with 17 million contacts.

YesData Data Append

We identify which records of yours have either missing data

(i.e. an address) or incorrect data (i.e. the phone number

changed). Before any action is taken, you can view your

CRM record and our record side by side and choose which

data you would like to keep, update or delete.

Additionally, you will see which records have been cleaned,

which have pending changes, or have not been analyzed.

Appendix

Learn more

http://www.yesdata.com/contact-us



Studies confirm that outbound prospecting works. The

problem(s)? Identifying qualified accounts & prospects,

researching background information to personalize selling

points & accessing the right contact information is a

process that wastes a salesperson's most important

resource: time.

ZoomInfo alleviates these issues. With access to over 140

million professional profiles and 13 million business

profiles, ZoomInfo customers consistently realize the

potential of outbound prospecting and maximize

productivity.

How? The professional and company search tool includes

over 20 types of demographic & firmographic criteria --

enabling users to identify prospects who match their ideal

buyer personas. Even better, the ZoomInfo database has

more direct dials and emails than any competitors in the

marketplace.

Additional intelligence provided within profiles include

employment and academic history, professional

certifications, web references, colleagues (and their

information), & more!

Appendix

Learn more

http://www.zoominfo.com/business/free-trial


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