Are you struggling to find relevant sales prospects for your business? Or perhaps you’re looking for ways to improve your prospecting strategy – whatever the case may be, you’re in the right place. Sales prospecting might be a long and arduous process at times, but with the right tools and tips to help, you can make your job much easier. Read on for 5 useful sales prospecting tips and tools for a better prospecting strategy.

Here’s a quick look at what we’ll be covering in this article:

  • How to use LinkedIn’s Sales Navigator to improve your LinkedIn prospecting
  • How to discover a prospects’ direct contact details
  • How to use tools to identify your website visitors and discover prospects
  • Why and how to use video in your sales emails to increase your sales prospecting

Find better-targeted sales prospects and quicker with LinkedIn Sales Navigator

LinkedIn is an extremely powerful platform when it comes to sales prospecting; in fact, one might argue it’s one of the best tools for sales reps.

You can use it to research companies and their employees, discover new companies, and much more – but, to get the most out of it from a sales perspective, it’s worth investing in either one of the pro plans or better yet, in the LinkedIn Sales Navigator; not only will it help you be more productive with your time, but it will also help you discover more potential prospects:

  • Access to ‘advanced lead’ search for better, more targeted results. As you can see in the image below, you have access to all kinds of search filters, such location and even postal code, work title, security level, years at the current company, and much more:

Sales prospecting tips & tools for a better prospecting strategy

  • Organise your prospects with tags, leave notes, and integrate with your CRM tool to make sure all of your prospects are in one place
  • Get targeted lead recommendations based on your particular needs:

Sales prospecting tips & tools for a better prospecting strategy

  • Get real-time updates on all of your sales leads and prospects, such as any job changes
  • Other useful features include the ability to see who’s visited your profile in the last 90 days and the ability to send InMail messages, even when you’re not connected to the prospect

Reach your sales prospects directly with & get the right person on the line

While you can find and reach out to prospects on LinkedIn and other social media channels, it’s always better to contact them via their direct contact details, such as their phone number or regular email address.

And it’s not just social media contacts, of course; any time you reach out to a prospect, you have a better chance of getting a response back if you use the right contact information.

There are plenty of tools that allow you to search for people’s contact info, but Lusha is one of the best; that’s because it’s completely up to date (most other similar tools I’ve tried often have out-of-date contact details) and because it provides both email address and direct phone numbers.

Plus, there’s a Chrome extension that works with both Twitter and LinkedIn; once you’ve set it up, every time you browse a user on one of the 2 networks, you’ll be able to check whether Lusha has their contact information in their database:

Sales prospecting tips & tools for a better prospecting strategy

Then, simply click on ‘show’ to see their full details – you only spend a credit when clicking to view someone’s contact.

Identify your website visitors for better sales prospecting

The best prospects are those that come to you – however, it’s up to you in many cases to identify them.

Technology is now making this easier than ever as you can see in real time what companies are visiting your website.

One of the tools that does this beautifully is Hubspot; you can use it to track and identify your website visitors in real time:

Sales prospecting tips & tools for a better prospecting strategy

Plus, you get a lot of other useful information for each company, such as the number of page views, the number of people from the respective company that visited your website, and which pages they visited.

This presents a wonderful opportunity for sales reps and businesses, as it allows them to discover prospects that are showing real signs of interest. Not to mention, it allows you to focus on the best prospects so that you can get better results from your prospecting, and faster.

What’s more, you can also filter through all the prospects and visitors in your list using a variety of criteria, such as location, number of total visits, and the companies’ size. This, once again, helps you focus on the most relevant and promising prospects first.

Use more video in sales emails to improve prospecting

It’s no secret that video is huge right now (well, it’s always been huge – but now marketers and social networks are taking more notice of it than ever) and that it can help improve your results overall: from more engagement on social media to better conversion rates on your landing pages.

When it comes to sales prospecting, video can be highly effective. For example, studies have found that using the word ‘video’ in email subject lines can boost open rates by 19%; what’s more, adding a video to your marketing emails can boost your CTR by 200-300% and adding one to your landing page can improve your conversion rates by 80%.

Or, if these numbers aren’t enough to convince you, take a look at Hubspot’s case study to see how they quadrupled their sales opportunities by using video.

Clearly, video works and it works very, very well.

One of the ways that you can use video for better sales prospecting, is to create a personalized video for your top prospects. Basically, your video can say everything you would’ve said had you sent them a text-only video. Not only does it increase your chances of getting the email open (don’t forget to use the word ‘video’ in your subject lines!) but it also increases the chances that the prospect will actually take the time to listen to your message rather than having to read a long (and likely boring) email.

However, make sure you don’t overdo it – if your video is too long-winded or just simply boring, they’ll probably lose their interest very quickly. Keep things short and sweet and make sure you cover all the important points – basically, what you would’ve told them had you sent them a regular email.

Conclusion

Technology allows sales reps to do so much more now than they could just a few years back. To recap what we’ve discussed in this article, you can now:

  • Use LinkedIn Sales Navigator to find qualified sales leads and prospects more easily, so that you only spend your time on quality prospects
  • Use a tool to find direct contact information; this way, you can make sure you’re targeting the right person and that you’re reaching them via the contacts they actually use on a regular basis, therefore increasing the chances of getting a response
  • Use Hubspot or similar tools to track and identify the prospects that are visiting your website in real time. This increases the chances of converting these prospects into customers
  • And finally, last but not least, use more video in your sales prospecting strategy as numerous studies found it performs much better than text

What are some of your top sales prospecting tips? Which tools do you use to help with prospecting?