Outbound prospecting
In this article, we'll explain that there are two ways of prospecting for leads: Outbound and Inbound. We will focus on the first of these: Outbound. In addition, we'll present tips on tools commonly used in the market to prospect for clients.
When we talk about the Y sales funnel, it is essential to talk about the Outbound side. In this respect, the differences between the two "mouths" need to be explained:
Inbound: The lead has already been matured by the content, in some way you have already impacted him previously, whether in some kind of contact request, a registration in a free version of the tool, a free material offered by your company. It's the commercial sector's job to complete this maturationensure good communication and understanding of the tool and convert.
Outbound: The qualifier must guarantee the connection and qualification of this lead. But the potential customer hasn't looked for your tool (or service) yet, they've been impacted by some Cold Mail, Cold Call or other attraction tool carried out by your company's sales team.
Each side requires attention and contact with the lead in a specific way, whether it's by altering speech, communication or writing. Connecting leads and organization within a CRM becomes essential, as it is necessary to ensure that the entire process is structured, with well-defined indicators and coherent contact points.
This article from the Pareto Blog aims to highlight some of the main tools used in the process of outbound prospecting and acquiring leads to enter the sales funnel.
Which are the most widely used on the market and how can we reach a lead with the help of other software?
In this article, some issues such as trust, quality and quantity of information will be addressed in order to classify each of them.
Prospecting Tools
The following is a brief presentation of 8 well-known tools on the market. They are
Lusha
Of Russian origin, Lusha has a limited number of credits in its free version, but it is one of the most powerful and reliable in terms of lead information. Used mainly within LinkedIn, it is possible to acquire telephone numbers, job title information, company size and email address, which are essential for outbound contact.
SalesQL
Its free version also has a limited number, similar to Lusha, but it is renewed per month with 100 leads. SalesQL's greatest feature is mass search within LinkedIn. You can find information about the lead on a search page, but it's almost always exclusive to the email address. We therefore recommend using it strategically.
Rocket Reach
Despite the large amount of information it offers, especially in its paid version, it does have limitations. It almost always provides a personal e-mail address as well as a professional one, which can lead to information that isn't ideal for professional contact. But it's a great alternative because it almost always provides some relevant information about the lead.
The capacity reaches at least 50 emails in the free version, after which you have to pay to use it without this limit.
LeadLeaper
LeadLeaper is a great option for outbound prospecting. More focused on emails, its free version has unlimited contacts when interacting directly on Linkedin. The lead's email won't always be found, but the information is almost always reliable and correct, which is naturally more powerful in its paid version.
Hunter.io
One of the favorites on the market, but quite different from the others mentioned so far. Hunter's idea is that based on the domainyou can find that site's certified emails on the web. Limited in its free version, but very good outside Linkedin. All you have to do is enter the site and click on its extension and the emails provided will be displayed. The information is highly reliable and very easy to use.
GetProspect
Simple and useful, GetProspect is similar to LSN (Local Sales Network) in terms of searching for lead information. Simply select the filter and it even allows you to export it to a spreadsheet, making it easier to access and often connecting directly to the CRM you're using.
It also allows you to filter the information, much more than just emails. You can, for example, filter only by verified informationThis means that the software itself knows which information is more accurate or not.
Its free version provides 100 leads per month, with different plans depending on the objective.
ColdCRM App
Also limited to 50 leads in its free version, it manages to find highly reliable information. reliable on leads specifically sought by the user. Within the app itself there is the Brainversion, which looks deeper into information about the lead in the market, bringing even more confidence, such as emails, job title, telephone number and social profile.
Snov.io
Snovio is probably the most widely used prospecting software. It has great ease easy to use and the emails provided are highly reliable.
Conclusion
Some other tools such as Apollo, Sales Navigator and Ramper, not covered in this article, are also effective and well-known in the market for this function of prospecting leads.
It's worth remembering that even before prospecting, defining a Persona, objective and reason for your contact is essential, as well as having a well-structured cadence, whether mixed or not.
A more practical overview of the above tools can be seen in this video, made in English and covering each of them by our team here at Pareto!
Here are some articles that may also interest you:
Automatic Qualification of Leads by Email Type
Ideal Time for Contacting and Qualifying Leads
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