B2B Prospecting Tool: What It Is For, How to Use It, and Market Examples – 19/09

We know that prospecting is an essential step for your company’s sales process, after all, it is through this that you will find new business opportunities.

Imagine automating this process… awesome, right? That’s why today we’ll talk about B2B prospecting tools.

With these, you can get ahead of the competition and increase your team’s productivity.

Keep reading the article to learn more about the tools, their benefits, and which ones are the best on the market.

Let’s get started!

What is a Prospecting Tool?

A prospecting tool is software that automates the process of identifying potential buyers, capturing them, and converting them into customers.

To do this, the tool provides objective, updated, and compatible contact information, such as demographic, technological, and geographic data about potential buyers.

What is B2B in Sales?

Business to Business (B2B) refers to business-to-business relationships.

The focus of this business model is the offering of products and services to other companies.

As an example, we can mention Leadster itself. We are a company that sells a technology tool to other companies, not to individuals.

What is B2B Prospecting?

B2B sales prospecting is the set of actions, such as generating, nurturing, and building relationships, with a network of contacts (potential clients), with the goal of converting them into sales.

Unlike the B2C market — a business model between a company and the end consumer — where prospecting actions target a broader audience, the B2B segment requires more focused actions, as companies need to reach the right decision-makers.

Learn more: 10 B2B Prospecting Strategies from Top Companies

How to Use Prospecting Tools?

First of all, we must remember that the prospecting tool can operate separately from the sales CRM; however, it does not replace it. Therefore, use the software together, as they will complement each other.

Remember that with the prospecting tool, you will automate and optimize your company’s B2B prospecting process.

So, pay attention to the collected data (email, phone, company name), list updates, and the accuracy of the information.

What are the Advantages of a B2B Prospecting Tool?

Here are four benefits of B2B prospecting tools:

1. Increased salesperson productivity

With software identifying and capturing essential lead information, the salesperson will be able to approach much more directly and get better organized, leaving more time for other tasks.

2. Scheduling different cadences

All your cadences will follow the client’s profile already mapped by the tool. Therefore, the personalization process will be even more aligned with your audience.

3. Routine control

With all processes automated, you’ll be able to see your daily work status directly on the platform, identify areas that need more attention, and which are already on track.

Additionally, you’ll get an overall view of your company, detailing client information and their stage in the sales and marketing funnel.

4. Simplified viewing of important metrics

Imagine having all the most important data about your sales sector in one place, presented intuitively. That’s what the B2B prospecting tool will offer your business.

From this, you’ll know which actions to take and which are already yielding results.

What Are the Best B2B Prospecting Tools?

Here are the 5 best B2B prospecting tools on the market for you to invest in.

Let’s go!

ZoomInfo

ZoomInfo is a comprehensive B2B intelligence platform that helps sales and marketing teams find accurate contact data for potential prospects.

It offers advanced filtering options based on industry, company size, location, and more.

ZoomInfo provides deep insights into company structures, decision-makers, and organizational needs. It integrates well with CRM systems, automating workflows for prospecting and outreach.

Geofusion

With Geofusion, you use geomarketing — a strategy that maps locations for companies to better understand their consumers.

With this tool, there will be better market targeting and sales force efforts, meaning you’ll align client prospecting with location.

Keep in mind that Geofusion’s plans and prices are determined by your business segment.

LinkedIn Sales Navigator

LinkedIn is the leading social network in the corporate world, making it great for B2B business.

The platform even has a specific tool, more like a plug-in, for B2B prospecting: LinkedIn Sales Navigator.

Some of its features include:

• Advanced lead and company searches;

• Personalized suggestions with lead recommendations;

• CRM integration.

LinkedIn Sales Navigator offers three paid plans: Core, Advanced, and Advanced Plus. Check their website for more information.

Lusha

Lusha provides contact information such as direct emails and phone numbers for B2B decision-makers.

It is known for its simple interface and Chrome extension, making it easy to pull contact information directly from LinkedIn profiles. Lusha integrates with major CRM platforms, ensuring smooth workflows for lead management.

Apollo.io

Apollo.io is a sales intelligence and engagement platform that combines lead generation with outreach automation.

It provides access to a vast database of business contacts and allows users to build email sequences for prospecting.

Apollo also integrates with CRM tools, enabling users to track engagement metrics, streamline follow-ups, and improve conversion rates.

Clearbit

Clearbit enriches contact and company data by pulling information from over 100 sources, allowing sales teams to better understand and qualify leads.

It offers robust API and CRM integrations, helping companies enrich their existing customer databases.

Clearbit is especially useful for dynamic data updates in real-time, providing insights into customer intent and behavior.

Leadfeeder

Leadfeeder is a website tracking tool that identifies which companies visit your website, providing their contact information and browsing behaviors.

By integrating with your CRM, it helps prioritize leads and streamline the sales process. Its seamless connection with Google Analytics gives additional insights into visitor data, enhancing lead generation efforts.

Datanyze

Datanyze is a data collection tool that provides firmographic and technographic data about companies and their technology stacks.

Sales professionals can use it to understand a company’s needs and personalize their outreach.

It also integrates with CRM systems to ensure a smooth flow of data between prospecting efforts and customer relationship management.

UpLead

UpLead is a lead generation tool that provides verified B2B contact information, ensuring a high degree of accuracy.

Users can filter leads by industry, company size, job title, and more. UpLead offers real-time email verification, reducing bounce rates for email campaigns. The platform integrates with popular CRM systems and allows seamless export of lead data.

Slintel

Slintel focuses on intent-based lead generation, helping companies find prospects that are actively searching for their solutions.

It provides data on customer intent, company buying patterns, and competitor insights, making it easier for sales teams to prioritize leads. The tool integrates with CRM platforms to streamline prospecting workflows and close deals faster.

These tools offer a variety of functionalities to support B2B prospecting efforts, from data collection and enrichment to automated outreach and intent analysis.

How to Generate B2B Leads?

There isn’t a single answer to this question, but aside from active prospecting, your company can invest in:

• Inbound marketing;

• Event marketing;

• Content marketing;

• Knowledge about your audience (yes, having your persona defined is very important).

🔎 Learn more: How to Generate B2B Leads? The Most Current Strategies

Get to Know Leadster

Leadster may not be a B2B prospecting tool, but you’ve probably noticed in the article that we talked a lot about personalized outreach, lead segmentation, and automating and optimizing routines, especially in marketing and sales.

That said, rest assured that our conversational marketing tool will assist in all these areas of your company’s operations.

We are a tool for generating leads directly on your website.

Check out some of the advantages you’ll have by testing Leadster:

✅ Personalized and proactive outreach to your website visitors;

✅ Qualification 24 hours a day;

✅ Lead segmentation by campaign, page, or profile;

✅ Real-time updated dashboard;

✅ A/B testing;

✅ Locating your leads, an essential point for prospecting;

✅ Scheduling meetings.

If you’re interested and want to try it out, start your 14-day free trial now and triple your lead generation! 🚀