Essential Sales Prospecting Tools for the Connected Era
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Essential Sales Prospecting Tools for the Connected Era

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Sales prospecting has never been easier - or has it? ...

Sales prospecting has never been easier - or has it?

Now more than ever, Salespeople have access to a plethora of tools and a sea of information. However, grabbing the attention of quality prospects and getting a reply requires a careful selection of prospecting tools. In this webcast presentation we share, from our experience working with hundreds of sales organizations worldwide, the best prospecting tools companies use - some old, some new - and discuss how prospecting is transforming in our connected world.

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Transcript

  • 1. Communication Revolutionized Over the Past 10 Years
  • 2. What does this mean forB2B sales prospecting?
  • 3. Outbound Prospecting Stages1. Define ideal customer profile2. Identify target companies3. Find relevant prospects and their contact info4. Customize grabber value proposition5. Connect with the prospect6. Monitor the prospect
  • 4. 1. Tools for Defining the Ideal Customer ProfileFind the ideal company profile• Your CRM• Hoovers, D&B• Spreadsheet
  • 5. 1. Tools for Defining the Ideal Customer ProfileFind the ideal person profile• Your CRM• Leadspace
  • 6. 2. Tools for Identifying Target Companies• Search engine – Social media: Technorati, HootSuite, Twitter Search – Industry-specific: PaperPundit, BuiltWith – Job sites: Monster.com, CareerBuilder, Snagajob• Social networks – Company pages on LinkedIn, Facebook, Xing• Online databases – Hoovers, D&B, Data.com, DiscoverOrg
  • 7. 2. Tools for Identifying Target CompaniesFind companies featured in competitor case studies
  • 8. 2. Tools for Identifying Target Companies Find companies based on the people they are hiring
  • 9. 2. Tools for Identifying Target Companies Find companies based on who follows your competitor’s Tweets
  • 10. 3. Find Relevant Prospects and Their Contact Info• Online contact databases – Data.com, NetProspex, ZoomInfo, DiscoverOrg• Social networks – LinkedIn Sales Navigator, BranchOut, Facebook• Individual-level intelligence tools – Leadspace
  • 11. 3. Find Relevant Prospects and Their Contact InfoFind people based onwhat they do onlineand how closely theymatch existingcustomers
  • 12. 4. Customize Grabber Value Proposition• Marketing automation – Marketo, HubSpot, Eloqua, Act-on• Social media search – LinkedIn, Twitter search, Technorati• Generic search – Google, Bing, Yahoo
  • 13. 4. Customize Grabber Value PropositionFind what’s on the prospect’s mind before you attemptcontact – read her recent tweets
  • 14. 4. Customize Grabber Value PropositionSee what content the prospect showed interest in
  • 15. 5. Make a Connection• Phone… – Dialers: ConnectandSell, Refractive Dialer, InsideSales• Email• Social networks – LinkedIn, Xing, Twitter
  • 16. 6. Monitor Prospects• Alerts – Google Alerts, HootSuite, Twilert• Marketing automation tools – Marketo, Eloqua, HubSpot• Social networks – LinkedIn, Facebook
  • 17. 6. Monitor ProspectsKeep tabs on your top prospects with Google Alerts
  • 18. 6. Monitor ProspectsGet alerts whenthere is highengagement levelwith your company’swebsite, emails andassets
  • 19. Prospecting Tools Map What is my ideal target What companies should I What individuals should I profile? target? target? What’s the grabber value How do I connect with the How do I monitor the proposition? prospect? prospect?
  • 20. Make sure you have the right tools for the connected era
  • 21. THANK YOU!Ran Gishrirgishri@leadspace.com @rgishri www.leadspace.com