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Technology Guide Mastering OUTBOUND Prospecting
Finding Contacting Monitoring Preparing
Technology Guide Mastering OUTBOUND Prospecting
FindList BuildingWeb Clipping
Technology Guide Mastering OUTBOUND Prospecting
FindList BuildingWeb Clipping
ContactTemplatesCampaigns
Technology Guide Mastering OUTBOUND Prospecting
FindList BuildingWeb Clipping
ContactTemplatesCampaigns
MonitorTrigger AlertsTracking
Technology Guide Mastering OUTBOUND Prospecting
FindList BuildingWeb Clipping
ContactTemplatesCampaigns
MonitorTrigger AlertsTracking
PrepareDossiersNews Summaries
Technology Guide Mastering OUTBOUND Prospecting
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 × × × × × ×
Technology Guide Mastering OUTBOUND Prospecting
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
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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.
Technology Guide Mastering OUTBOUND Prospecting
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
Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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Technology Guide Mastering OUTBOUND Prospecting
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
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