What to Expect from Your Sales Prospecting Software

 Do you wish you generated more qualified leads? Is your sales team often bogged down with administrative tasks? Are you failing to hit your sales goals as effectively as you want?

If your answer was yes to any of the above, it might be time to invest in sales prospecting software. Sales prospecting software uses buyer data to find high-quality B2B leads. It also streamlines workflows and enhances the ability of your sales team to engage and convert prospects.

But, like any new technology system, it’s also a significant investment. That’s why we put together this guide to tell you everything you need to know about sales prospecting software — what it is, what it does, and how you can expect your organization to benefit from using it.

Quick Takeaways

  • Sales prospecting finds and converts new leads into true sales prospects.
  • Sales prospecting software streamlines and automates processes to generate leads more likely to convert (and do so at a higher volume).
  • Process automation enabled by sales prospecting software allows your sales team to spend more time on actual selling.
  • Lead nurturing is enhanced by sales prospecting software’s ability to target, automate, and personalize email campaigns.
  • Sales prospecting software provides visual, data-driven sales insights for employees at every level of your organization.

What is sales prospecting?

Sales prospecting is the process of converting leads into true sales prospects. It happens at the top of the sales funnel during the awareness phase, when buyers are still figuring out whether your solution is right for them.

Sales prospecting makes this a two-way street, evaluating leads to determine if they fit your ideal client profile (ICP) and whether they’re likely to be qualified by your marketing and sales teams.

Sales prospecting happens at the top of the funnel, during the awareness and discovery phases.

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Sales prospecting can help you attract more of the right clients and optimize your sales team’s time and resources. When the leads being sent into the sales pipeline are more plentiful and more likely to buy, you can expect to see a bump in converted new clients and revenue earned.

What does sales prospecting software do?

B2B sales prospecting is complex by nature, and takes many factors into account. Think about your ICP and all of the traits it includes. Sales prospecting requires accounting for these and more when you’re determining whether a new potential lead is likely to be qualified and have true buyer intent.

Fortunately, modern technology gives B2B companies tools that make this process easier and more accurate. Sales prospecting software can help you automate and streamline processes, take a more data-driven approach, save time, hold sales teams accountable, and provide a more personalized experience at every stage of the sales process.

Here are 5 things you can expect from your sales prospecting software:

Process automation

Despite all of the technology we now have at our fingertips, the most effective sales strategies involve taking a personalized, human approach. But Salesforce reports that sales reps spend about 64% of their time on non-revenue generating activities. An entire quarter of their time is spent on administrative tasks alone! Automation can eliminate much of this tedious work.

Sales reps spend 64% of their time on non-revenue generating activity.

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Sales prospecting software will not take away or replace the human aspect of selling. Instead, it automates internal processes so that your sales team members can spend more time actually selling and interacting with prospects.

More effective lead generation

For a long time, lead generation required casting the widest net possible and then weeding out the best prospects slowly but surely. The speed at which the business world moves today makes these old processes totally impractical.

Sales prospecting uses AI and data analytics to find and target leads that fit your ICPs. Further, they provide data that helps sales reps to look at the pipeline and prioritize leads based on their likelihood to convert.

Finally, sales prospecting software can execute at a scale not possible with manual human efforts. So, in short: with sales prospecting software you can not only find more qualified leads, but you can do it at a higher volume than before.

Personalized lead nurturing

Lead nurturing is crucial to moving new sales leads through the funnel, and email is the most common way B2B companies execute it. Sales prospecting software can help you create automated, personalized, and targeted email campaigns that actually resonate with prospects to earn conversions.

Why is this important? Because companies with effective lead nurturing strategies in place earn 50% more sales ready leads, and they do it at 33% lower cost.

B2B companies that excel at lead generation earn 50% more sales ready leads at 33% lower cost.

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Sales prospecting software helps you execute better lead nurturing campaigns by identifying the right triggers for the right actions (i.e. leads receive communications that align with their behavior and preferences) and ensuring your lead nurturing is consistent and complete. Given that B2B leads require 6-8 touches before they convert, leveraging sales prospecting tools to streamline and automate this process is a huge time saver.

System integration

Even the best technology tools become hard to manage when they’re siloed. It can be a lot of work to maintain multiple, separate systems, and that work can eat up a lot of your employees’ time (not to mention discourage them from using the tools at all).

Good sales prospecting software integrates with your other systems (like your CRM or email marketing platform) to keep your sales process in one place. When your systems are integrated, you can expect higher employee productivity, better data analytics, and streamlined workflows.

Data-driven reporting

Sales prospecting software translates your sales data into digestible, usable insights at every level for your sales teams. Executives can see high-level KPI data like revenue generated and deals closed. Sales managers can evaluate the performance of your sales reps and progress toward goals. Sales reps can look at the status of individual leads and use prospect data to be more effective sellers.

You can expect to see this in the form of visual charts, graphs, tables, and complete dashboards to show intelligent insights.

The result: more informed, motivated, and high-performing sales teams across the board.

Over to You

It’s time to boost your sales prospecting strategy. Revboss can help! We’re a sales prospecting company that helps our clients get clients.

Here’s how we do it:

  1. Get the Right Prospect Data: We integrate with leading data sources — including our home-grown engine — to provide our clients precise, accurate B2B contact data.
  1. Find Your Sales Flow: Our team builds a sales flow that drives prospect engagement with personalized sales touches. We route active prospects to your sales team.
  1. Learn, Rinse, Repeat: You work the prospect convos that we turn up and coordinate with our team to measure and optimize. We grow your pipeline and you win more clients.

Our outbound email software and lead generation services are custom-built for startups, consultancies, marketing agencies, and other B2B organizations. Schedule a quick call with us and find out how we can help you win more clients!