Prospecting for customers is not an easy activity, it consists of contacting prospects several times, nurturing a good relationship with the customer, scheduling meetings with many representatives until you finally manage to close a deal.
These contacts can be made in different ways, whether through phone calls, emails, LinkedIn, or other forms of active prospecting that your company uses.
However, being able to control and manage all stages of customer prospecting can be very complicated and demand a lot from all employees involved.
That’s why having good prospecting tools is so important. With them, your team can automate tasks, carry out efficient management, develop complete and updated reports, in a simple and easy way.
In this article, we will talk about the main customer prospecting tools to use in your company and boost your results.
How important is it to use customer prospecting tools?
Counting on the help of customer prospecting tools can bring several benefits to your sales team.
One of the main advantages of using customer prospecting tools, and what makes them so important for your company, is process automation. Through it, it is possible to perform tasks that were previously done manually, in an automated way.
Thus, your team’s productivity increases thanks to the possibility of carrying out more activities in less time, in addition to demanding less from your employees.
Another reason to rely on customer prospecting tools is that, thanks to automation, the chances of errors are lower and, consequently, the number of reworks also decreases.
Customer prospecting tools
Now, let’s get to know some of the main customer prospecting tools that are available on the market and how they can help your company achieve the best results.
CRM is the main tool that your sales team will use to prospect and nurture customers. The acronym CRM means, Customer Relationship Management.
This tool is capable of categorizing and identifying leads added to the platform, allowing your team to provide adequate communication and nutrition for each of them, always seeking the best results.
When prospects are introduced into your CRM, salespeople will start contacting them to discover their pain points and real needs.
With this, they can determine whether the solution offered by their business really fits with the problems the customer wants to solve.
LinkedIn Sales Navigator
A useful tool for prospecting customers is LinkedIn Sales Navigator, a tool provided by LinkedIn itself.
The tool works through artificial intelligence that can collect and compare information published by users and the company.
Thus, LinkedIn Sales Navigator can indicate which users have the characteristics that match your ideal customer profile.
LinkedIn Sales Navigator is a great B2B Marketing strategy, that is, Business-to-business, when a company wants to sell a product or service to another company. This is because companies’ decision makers are certainly present on LinkedIn and you can use it to create a relationship with them and, in the future, convert them into customers.
Marketing Automation Tools
Marketing automation tools work closely with content marketing, SEO and email marketing.
Marketing automation software helps your company send customers all the different content developed by your company, such as e-books, blogs, infographics, newsletters, email marketing, etc.
As these customers gain access to resources, they become more qualified, until they become “hot leads” and are sent to your CRM, where they will be worked on by the sales team.
B2B contact capture tool
Other very useful tools are those for capturing contacts, which must be done actively, that is, the salesperson goes to the customer.
Contact prospecting tools can help you identify more sales opportunities for your business through colder contacts. Some of them also organize and optimize the entire process of nurturing these leads.
Business Intelligence Tools
Finally, we have commercial intelligence tools. To prospect assertively, it is necessary to be aware of market behavior.
To this end, thanks to technological advances and improved market intelligence, we can now count on platforms that provide the information necessary to better perform the commercial process.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!