Automated Lead Generation Software: Why And Which One To Choose?

Whether you sell to consumers or businesses, you would be losing potential leads each day if you’re not utilizing any lead generation software. Automated lead generation software can do many wonders to leverage your presence in this highly competitive market.

lead generation
Image by Austin Distel from Unsplash

For a business to develop, lead generation needs efficient strategies and channels. No matter how much effort you put, you need more and more leads to grow your business. Automated lead generation software can optimize how you generate leads; your business growth will suffer without it.

B2B or B2C marketers are constantly building strategies to acquire automated leads. Your automated lead generation process will provide you with a consistent stream of qualified leads. In addition, the more you automate your lead generation process, the more efficient your sales funnel will become.

This article will help you identify why your business needs automated lead generation software and the best ways to achieve it.

Table Of Contents

TL;DR

What Is Lead Generation Software?

Lead generation is the process of attracting potential customers into your sales pipeline so that you can engage them, tell them about your products and services, and proceed them through the channel.

This software can also make it simple to segment and target the appropriate leads based on demographics, marketing channel, or use case.

This process is divided into two categories. First, outbound lead generation methods include direct mail, email marketing, and cold calling. On the other hand, PPC, content marketing, and SEO are all methods of generating inbound leads.

What Is Automated Lead Generation?

Automated Lead Generation uses software to automate some aspects of your lead generation and marketing process. It enables your company to produce better results for lead generation and nurturing without the time investment required for traditional outreach and sales.

automated lead generation software
Image by Fotis Fotopoulos from Unsplash

This will provide a consistent flow of potential leads into your marketing. The advantages of this approach include a consistent flow of sales leads and increased sales productivity.

An automated lead generation software can help you in the following:

Why Should You Use An Automated Lead Generation Software?

Your sales and marketing team can’t do the repetitive tasks all day. You hired them to help you generate more leads for your company and achieve your growth goals.

You can keep your pipeline full without resorting to repetitive tasks by automating parts of your sales and marketing process.

Thus, with automated lead generation software, your team can focus on high-impact tasks such as closing deals and investing in new strategies to accelerate your growth.

Let’s look at the benefits of automated lead generation software:

  1. Ensure increased efficiency
  2. Help you prioritize your prospects
  3. Maintain regular connections with customers
  4. Nurture your prospects better
  5. Keep track of your progress
  6. Enable you to close the sales faster

What Are The Types Of Automated Lead Generation Software?

By now, you already know how automated lead generation software can streamline your sales funnel. Below, we will be discussing five types of automated lead software with examples to help you choose according to your requirements.

Customer Analytics And Data Collection Focused

Now, let's look at customer data collection and analytics automation tools to see how they can help you automate processes and collect data more easily.

OneMoreLead

OneMoreLead can offer you the ultimate lead generation process with its automated email service and customer-focused data analytics. Having a B2B database of over 40 million verified B2B prospects, OneMoreLead can identify clients that are relevant to you.

Lead Generation Lead Generation
Source: OneMoreLead

OneMoreLead enables filtering data for prospects that can facilitate your communication with clients so you can promote your business to them. It has real-time verification, and seamless prospect lists integration.

Pricing plans of OneMoreLead are convenient, including three sections. Thus, if you are a small business owner, you can select the plan as per your requirements and budget to speed up your sales growth.

Hotjar

Hotjar analyzes potential customers' site and/or promotional landing page behavior in real-time. It accomplishes this by generating heatmaps that visually represent where prospects click, move, and scroll on your site, thereby providing a clear picture of your behavior analytics.

Lead Generation Lead Generation
Source: Hotjar

It also includes customer surveys and real-time feedback gathering tools that you can use to improve the flow and branding of your website in order to convert potential leads into customers.

Leedfeeder

Leadfeeder is a B2B automated lead generation software that uses Google Analytics to display companies that visit your website. It enriches your CRM data with visit details and enables your teams to use the same data across the board. Increase the number of leads who have expressed an interest in your services.

Qualaroo

Qualaroo is a powerful customer feedback tool that allows you to collect customer insights that are ten times more valuable than email surveys. Its proprietary pop-up surveys, known as Nudges, enable you to ask the right questions to your users at the right time. You can save time when creating web, in-app, and link surveys by using ready-made nudge templates.

Email Marketing Focused

Email marketing remains one of the most lucrative marketing channels. You must consistently build your email list and target it with the appropriate message.

Let's take a look at three lead generation tools that can help you boost your email marketing lead generation efforts.

AeroLeads

AeroLeads is a powerful web-based Prospect Generation Software that not only finds relevant prospects but also obtains their contact information. All data can be saved in your account, exported, and transferred to other sites such as SalesForce, Zapier, HubSpot, Mailchimp, and so on.

aeroleads hompage
Source: AeroLeads

It is a robust Prospecting and Sales Intelligence software that integrates with sites such as LinkedIn, Crunchbase, and AngelList, as well as allowing you to upload your own lists.

ConvertKit

ConvertKit is an email marketing and lead generation platform that allows you to send automated email campaigns to your subscribers and customers. It also allows you to create simple landing pages and forms for collecting email addresses.

convertkit
Source: ConvertKit

Mailshake

Mailshake is a sales engagement platform designed for modern sales teams. Send personalized cold emails at scale and assign tasks to engage with prospects via phone and social media, all from a single dashboard and in a single sequence.

mailshake homepage
Source: mailshake.com

Mailshake will fit perfectly within your sales tech stack, with native integrations to top salesforce and Pipedrive and 3rd party integrations to thousands of apps.

PPC Marketing Focused

Here are some tools that will help with your PPC efficiently.

Google Ads Editor

Google Ads Editor is a free app that allows Google Ads advertisers to make bulk changes to their PPC campaigns while they are offline. Although it is not completely automated, it does allow you to streamline and manage your PPC marketing.

It allows you to manage, edit, and view multiple accounts at the same time, making it easier to manage your Google PPC campaigns.

Optmyzr

Optmyzr can manage PPC ads more effectively at scale with recommendations for optimizations you can apply with a single click. Manage Google Ads, Microsoft Ads, and Amazon Ads ads, bids, budgets, keywords, and more. Create and manage shopping ads based on your merchant feed. Custom workflows are also automated.

optmyzr homepage
Source: optmyzr.com

Traffic Booster

Traffic Booster is a good Optmyzer alternative for more PPC automation. It is designed for eCommerce retailers and handles all aspects of your PPC marketing, automating the entire PPC lead generation process. It creates, manages, and optimizes campaigns for peak performance and optimal ROIs.

Landing Page Focused

Let’s look at some landing page focused automated lead generation software:

Leadpages

Leadpages makes it easy for small businesses to create landing pages, pop-ups, and alert bars. It collects leads while also automatically routing them through CRM and other tools. Leadpages helps you grow your email list by providing built-in opt-in offers, instant digital file delivery, and conversion-optimized content with real-time tracking.

Instapage

Instapage is a lead generation tool that lets you create custom landing pages for all of your digital advertising campaigns. It has been used to create over four million landing pages to date.

Instapage enables you to create personalized landing pages that adhere to your brand's guidelines. The landing pages are also mobile-friendly and AMP-optimized.

RightMessage

RightMessage generates onsite CTAs based on specific user behavior on your website. It ensures that users' experiences on business websites and landing pages are as personalized as possible by analyzing site visitors to determine who they are, what they do, and what they are looking for.

Customer Communication Focused

Let’s look at the tools that facilitate your communication with the targeted prospects:

Intercom

Intercom is a platform for customer communications. It allows you to improve customer relationships by providing personalized, messenger-based experiences throughout the customer journey. It enables teams to manage all customer interactions from a single dashboard and personalize communications using customer data.

Drift

Drift is a one-of-a-kind platform that combines Conversational Marketing and Conversational Sales to help businesses grow revenue and customer lifetime value more quickly. It is used by over 50,000 businesses to align sales and marketing on a single platform to deliver a unified customer experience in which people are free to speak with a business at any time, on their terms.

Recart

Recart is an automated lead generation software that allows you to send broadcasts or personalized notifications directly through Messenger. It also includes automated sequences that are triggered based on how a user interacts with your page. As a result, each recipient receives a more personalized communication. Recart also gives you the option of offering a customer chat feature directly through Facebook Messenger.

SEO Automation Focused

Let’s look at the tools that help in SEO automation for your business:

Semrush

Semrush is an all-in-one platform for marketers to manage SEO, content marketing, competitor research, PPC, and social media marketing. They provide a variety of tools for SEO automation (such as rank tracking, on-page SEO, and competitor SEO analysis) to streamline searches and drive more qualified prospects to your website.

Ahrefs

SEOs and marketing professionals all over the world rely on Ahrefs as the ultimate SEO toolset, powered by industry-leading data. Ahrefs crawls the web, stores massive amounts of data, and makes it easily accessible via a straightforward user interface. Keyword research, link building, content marketing, competitive research, website audits, and rank tracking can all benefit from the data.

Ubersuggest

Ubersuggest, created by Neil Patel, allows users to reverse engineer their competitors' SEO and content marketing strategies. It is an SEO tool that is designed to streamline SEO and create a content blueprint. It includes a variety of SEO tools such as keyword research, top SEO page reports, backlink data, generating content ideas, and more.

Wrapping Up

Automated lead generation software can boost your lead generation efforts ensuring that you attract the right visitors and provide them with the right offer. You can spend a huge amount of money for your business, but if you’re not optimizing your lead generation with personalization, then you will be losing your customer acquisition.

If you’re looking for a reliable solution for your automated lead generation software, OneMoreLead will be a perfect fit for you. Having customer-focused data analytics, OneMoreLead can find qualified leads for your business.

So, what are you waiting for? Sign Up today and leverage your lead generation.

Top 15 Lead Generation Software To Leverage Your Small Business

If you have a small business, your main priority is to generate leads to drive customers. And if you’re not actively planning for your lead generation, it’s time to rethink your business strategy.

driving lead
Image by Austin Distel from Unsplash

Lead generation is one of the most important aspects of sales. When you can’t generate meetings with your dream clients, you can’t sell anything. The world is changing, and lead generation seems overwhelming. Any small business owner needs to know the tactical ways of lead generation to grow their business.

There are tons of software available that can leverage your lead generation process. As a beginner, you may find it challenging to choose the right one.

TL;DR

What Is Lead Generation?

Your business will only be lucrative when your customers decide to hit your site’s ‘purchase’ button. But what about the traffic that visits your site, knows about you but never makes a purchase?

This is where the concept of lead generation enters the picture.

Lead generation is basically where you attract as many people as possible to your brand, services, or products. This is the beginning part of building a relationship with a prospect. Eventually, convert them into a customer.

It's a complete process that begins with the initial contact and ends with them providing you with their contact information, which you can use to convert them into your potential customers.

What Is Lead Generation Software?

Lead generation software is a program that automates the process of generating leads. These leads can be nurtured and converted into customers.

coding
Image by Clément Hélardot from Unsplash

Without lead generation software, you can not have a fresh inflow of leads coming to the business that you can’t afford. To keep the prospects knocking on your door, you have to utilize a lead generation tool to leverage your small business successfully.

How Can Lead Generation Software Facilitate Your Small Business?

sales revenue
Image by RODNAE Productions from Pixels

Lead Generation Software has tons of benefits. Here we have included a few of them:

  1. Generate leads and maintain accurate contact information
  2. Identify new prospects
  3. Nurture leads
  4. Close sales faster
  5. Keep track of customer interactions and participation
  6. Boost revenue
  7. Gather business opportunities

Top 15 Lead Generation Software For Small Business

By now, you already know the benefits of having lead generation software. Now, let’s glance at the top software that is ruling in the market for their lead generation service.

OneMoreLead

OneMoreLead can offer you the ultimate lead generation process with its automated email service and customer-focused data analytics. Having a B2B database of over 40 million verified B2B prospects, OneMoreLead can identify clients that are relevant to you.

OneMoreLead homepage
Source: OneMoreLead

OneMoreLead enables filtering data for prospects that can facilitate your communication with clients so you can promote your business to them. It has real-time verification, and seamless prospect lists integration.

Pricing plans of OneMoreLead are convenient, including three sections. Thus, if you are a small business owner, you can select the plan as per your requirements and budget to speed up your sales growth.

Leadfeeder

Leadfeeder software allows you to learn more about the people who visit your website and converts them into sales leads. It displays a list of companies that have visited your site, along with information on which pages they viewed and how they discovered you.

leadfeeder homepage
Source: Leadfeeder

Leadfeeder uses the Google Analytics API to connect to your account and retrieve data about website traffic. When you come across a lead that looks promising, you can email it to your team or send it directly to your CRM.

HubSpot Marketing Hub

HubSpot Marketing Hub is a comprehensive digital marketing platform with lead generation, customer service, and collaboration features. It can easily generate marketing emails quickly, sequence content by the target audience, and track performance.

hubspot homepage
Source: Hubspot

HubSpot Marketing Hub has automated email generation, web searches, real-time chat, and many more features. Each employee has access to the same information and can evaluate the whole communications history with its centralized customer records.

Prospect.io

Prospect.io allows users to search for emails to add to their list. HubSpot, Close.io, and Salesforce are just a few CRMs that can be integrated with the tool. It also has a Chrome Extension that can assist you in finding potential clients with a single click.

Pipedrive

Pipedrive enables a CRM and pipeline management tool that helps companies plan sales activities and keep track of deals. It automates every step of the process of turning a potential lead into a successful sale.

pipedrive homepage
Source: Pipedrive

Pipedrive gives salespeople complete visibility into various sales pipelines. The progress stages for each deal are displayed in a robust interface, along with full details for the upcoming items.

The system can monitor pending activities in each pipeline using the activity & goal feature. Pipedrive also provides custom sales reporting tools to track individual and team goals, analyze sales data, and create visual reports.

SeedProd

One of the finest landing page builders on the market is SeedProd. In just a few minutes, you can create beautiful landing pages with a drag-and-drop builder.

SeedProd homepage
Source: SeedProd

SeedProd is there for you, whether it's for sales, maintenance, webinars, or campaigns. You don't even have to worry about designing responsive and mobile-ready pages with many landing page templates.

SeedProd gives you a leg up on the competition by integrating with various email service providers and defending your pages from spam, chatbot, and other forms of fraud.

OptinMonster

You don't need any coding skills to create stunning lead capture forms and with OptinMonster. Choose from various pre-made templates or create your own using their drag-and-drop builder. You can also aim and customize your opt-in offers to match the behavior of your site's visitors.

OptinMonster homepage
Source: OptinMonster

It also allows you to separate and track your analytics to stay on top of your marketing. You'll be able to quickly see which pages generate the most traffic and which offers are the most effective.

Bitrix24

Bitrix24 is a full-featured CRM that keeps track of your leads, messages, tasks, calendars, contact information, and records, among other things. You can generate leads with project management, social networking, email marketing, and phone management tools.

Bitrix24
Source: Bitrix24

It enables many features such as landing page generation, CRM forms, social media marketing. Bitrix24 makes it simple to create web forms that capture lead data. You can insert fields for contact information, company, deal, quote, and your customized lots to a form template.

You can select which fields are required to verify the information you've entered. The form creator enables you to add missing fields to ensure that information is captured and routed accurately.

Clearbit

Clearbit provides you with the most relevant data about your potential clients so you can better understand their wants and needs and tailor your approach to them.

Clearbit homepage
Source: Clearbit

You'll learn everything there is to know about each employer and employee lead, including their role, technologies used, length of service, and more. You can also get their information by entering their email or domain or using your unidentified traffic.

Pardot

Pardot is a marketing software designed specifically for business users. It can help you boost brand awareness through automated marketing and generate leads for your sales pipeline.

Pardot homepage
Source: Pardot

A landing page builder, intelligent forms, organic and paid search, and social posting and profiling are all features of Pardot lead generation.

It monitors performance in a variety of areas, including:

Constant Contact

Constant Contact offers a variety of user-friendly marketing resources to help small businesses and nonprofits grow their customer bases and maintain relationships. Email marketing, product promotion, social initiatives, and reporting and survey management are among the services available, which can be purchased separately.

ConstantContact homepage
Source: Constant Contact

Businesses can import customer data from spreadsheets. To grab new contacts and build email lists, email sign-up forms can be customized and incorporated on web pages. The system includes real-time reporting functionalities to monitor email opens, clicks, forwards, social shares, and more, as well as hundreds of customizable email templates with drag-and-drop elements.

Constant Contact arranges seminars and training both person and online to help individuals enhance their marketing efforts.

Agile CRM

Agile CRM is a customer relationship management (CRM) solution for small and midsize businesses hosted in the cloud. It includes features such as contact management, scheduling bookings, marketing automation, project management, a landing page builder, and a level of expertise.

Agile CRM homepage
Source: Agile CRM

Using the contact management module, users can record and access customer data such as contact information, social media accounts, and lead scores. Users can also sync data with email services.

The system can monitor website traffic to analyze customers’ behavior, and automation tools provide a drag-and-drop interface for creating workflows.

Agile CRM also has task management capabilities. Users can drag and drop tasks into lists, sort them, make notes, and change the status of their tasks.

Salesflare

Large numbers of small and medium-sized B2B businesses use Salesflare's intelligent CRM and email community engagement platform to sell more with less effort.

Salesflare homepage
Source: Salesflare

It gathers data from social accounts, emails, calendars, devices, company databases, and professional email signatures to automate data input for users in CRMs.

Customers of Salesflare mainly use its CRM to create, and follow-up leads with the help of its sales monitoring and automation features. It has an automated address book, built-in email tracking, and the ability to send personal emails. It also has lead scoring, social integrations, sales analytics, and a lead scoring system.

Oliverlist

Oliverlist is an all-in-one software that will allow businesses to increase the number of new customers they acquire in an automated manner. This software helps streamline email outreach by incorporating more categorization when contacting people unfamiliar with the company and making the most of it.

Oliverlist homepage
Source: Oliverlist

Companies will be able to input and discover professional emails from various sources based on their requirements, strategy email outreach campaigns with fully automated follow-ups, and response processing via artificial intelligence. Eventually, it lets the algorithm decide which prospects are the most responsive to offers.

Intercom

Intercom is a sales, marketing, and support framework that uses a bot-focused algorithm, directed emails, push and in-app texts, and an incorporated help desk to attain, engage, and support customers. It assists sales teams across all industries by allowing them to send targeted messages and chat with leads to convert them into customers.

Intercom homepage
Source: Intercom

Depending on the location and account owner, Intercom auto-assigns leads presently. The app keeps track of your browsing habits, data, and referring URLs. Additionally, the software facilitates the organization of inter conversations.

Wrapping Up

Many successful small business owners are constantly looking for new ways to expand their customer base and develop their businesses. The best way to keep your business alive is to generate high-quality, marketing-qualified leads consistently.

Generating leads isn't always simple. The best lead generation software helps you identify and engage prospects across multiple channels, allowing you to maximize your lead generation efforts.

If you are looking for one such tool, OneMoreLead could be the right pick for you.

Book a demo today, and start winning your potential customers every day.

Sales Prospecting — The Ultimate Guide for 2021

The strength and success of any business will ultimately lie in their product or service. But even if a business had the world’s greatest product or the finest service, it’s not going to do anyone any good without customers who will buy and use the product. Which means that every company is burdened with the responsibility of selling their product/service.

Okay, we might be exaggerating a bit with terms like “burden” and all.

showing how leads making business profitable

Still, ultimately, it is up to the business to sell their product and convince people to buy it. A critical part of this sales process is sales prospecting.

In this article, we’ll take a look at what sales prospecting is, how it works, and most importantly, how to do it well. We’ll go over the skills and techniques involved and even a few tools that anyone can use to find success with their sales prospecting process.

As always, let’s start with the basics:

What Is Sales Prospecting?

In simple terms, sales prospecting is the process of finding potential customers.

There are a number of moving parts involved in your overall sales process and customer acquisition. You have your inbound marketing, networking, and customer referrals, and more. But sales prospecting is perhaps the most important one of them all, as it is the very building block of your sales process.

During the sales prospecting process, you’ll be creating new business by searching for potential customers, clients, or buyers — also known as ‘prospects’ — for the products or services that your business sells. The ultimate goal of any sales prospector is to move these prospects through the sales funnel and convert them into revenue-generating customers.

The most common form of sales prospecting is outbound selling — cold emailing and cold calling. But in recent times, there has been a rise in the popularity of inbound prospecting, where you reach out to leads who have expressed awareness of or interest in your business. More often than not, sales prospecting can and will also involve nurturing old leads that have now grown cold.

As anyone who has done sales prospecting will tell you, the core of any effective prospecting process is identifying customers who are a good fit for your business. This means finding leads and prospects who actually have a need for your product or service in order to resolve their problems or pain points. These are the prospects who will give your company valuable business over a long period of time. While we will explore the qualities of the right customers elsewhere, the way to get them involves asking the right questions to all your leads and prospects.

Seeing as how “leads” and “prospects” are terms that we will be using quite a bit throughout this article, it’s important to note the differences between the two. While they are quite similar, they are not anywhere near the same.

So, our next question is:

Lead Vs. Sales Prospect — What Is The Difference?

A sales prospect is a lead that has been qualified.

So, leads come first, go through a process, get qualified and become a sales prospect. A sales prospect will then convert into a paying customer.

If we’re to break it down a little further and take a detailed look at it, leads are potential customers who have expressed interest in your products or services. They can have done this via visiting your website, reading your blog article, or liking a social media post. Once these leads have been qualified, they become sales prospects.

You do have to remember that while leads and prospects differ by definition, it doesn’t mean your goals with the two are different. In fact, you are aiming for the same thing with both groups. What’s that? Nurture and guide them until they buy your product or service.

After all, if we aren’t selling our products, what are we even doing?

While we are speaking of the differences between leads and sales prospects, it would also be worth your time to consider the difference between lead generation activities and sales prospecting activities.

Lead Generation vs. Sales Prospecting

Lead generation is a process that is typically driven more by marketing. Most lead generation activities start from a marketing campaign that is designed to attract potential customers. It represents both inbound and outbound efforts to find and secure leads who have expressed an interest in your product or service.

Almost all sales prospecting activities start once you have secured leads. All sales prospecting activities are directed towards converting your existing leads into paying customers. These activities include outbound calling and emailing leads and are typically conducted by salespeople.

At this point, it is worth considering just who the people involved in sales prospecting activities are.

Sales Prospecting — Who Is Responsible?

While it is true that in most cases, it is the salespeople who are involved in sales prospecting, it’s not always true. Ultimately, just who exactly is responsible for sales prospecting will depend on a business’ size, stage, and budget. There are three common, possible groups of people:

  1. Founders
  2. Sales Representatives
  3. Sales Development Representatives

1. Founders

The thing about most new businesses — that is, startups — is that they usually won’t have a seperate sales team. In these cases, the owners/founders of the business will have to take care of everything. Marketing, lead generation, lead nurturing, sales prospecting… Everything.

2. Sales Representatives

In the next stage, with small/growing companies, the people in charge of sales prospecting tend to be sales reps. These individuals are expected to be the jack-of-all-trades of the sales department and know the whole process inside out. In these cases, these sales reps will handle everything from lead generation to signing the deal. While this is quite easy on a business’s budget, they will be trading off efficiency for it.

3. Sales Development Representatives

Any big, profitable business needs a specialized sales team if it wants to continue its path of success. One key component of a specialized sales team is the sales development representative or SDR. SDRs are dedicated to finding and qualifying leads. That’s all they do. Their one and only goal is to ensure that your business has a reliable stream of new potential customers to focus their selling efforts on.


No matter who is in charge of the sales prospecting activities, they all need to have three key characteristics.

  1. Product Knowledge
  2. Customer Understanding
  3. Research Skills

Let’s take a closer look at these three characteristics and why they’re important.

1. Product Knowledge

It goes without saying anyone working at any business needs to know what they’re selling — whether it’s a product or a service. But this characteristic is especially important in people who are prospecting because they need to be able to identify people who can benefit from the product they sell.

To be an excellent sales prospector, it’s not enough to just know the core features. You must be intimately aware of all of the product/service’s strengths and weaknesses. This includes all potential uses, hidden features and upcoming features. This knowledge will enable you to truly sell their product to a qualified lead and convert them into a paying customer.

2. Customer Understanding

Just as it is important that a sales prospector needs to know what they’re selling, they also need to know who they are selling to. Knowing a potential customer’s needs and wants, pain points and problems means that you will be able to adapt your tactics to showcase how your product can help with the prospect’s problems or fulfill their needs.

Further, knowing what kind of customers need your product will also allow you to find new customers with ease. You will be able to pick out important details like which positions within a customer’s company are most likely to want your product, which industries have a growing need for your solution, and more.

3. Research Skills

In addition to helping out with identifying common factors between your customers, research skills will also have other uses for sales prospectors. A lot of the sales prospecting process involves research. You need to dig through websites, lead generation software, social media platforms, and a wide variety of other sources for customer data and information.

If you don’t know where to find the right information to get you started, you’ve already failed. A skilled sales prospector should be able to find customer data — buying history, business size, location, and industry — and use it to identify new potential leads to act on.


Now that we’ve looked at some of the basics, it’s time we dived into actual methods involved in sales prospecting.

Sales Prospecting — Popular Sales Prospecting Strategies

Outbound Prospecting

As we’ve already mentioned, outbound prospecting is the more traditional form of sales prospecting. This process involves creating a list of businesses and personnel in those businesses that you think will have some use for the product/service you’re selling, and calling those prospects to introduce them to your business and the product/service you’re selling.

Cold Calling

Cold calling is a classic sales activity that involves making unsolicited contact with potential leads. You literally just pick up the phone and call someone who you’ve never contacted before. All in an effort to sell your product or your service.

Cold Emailing

Similar to cold calling, cold emailing is sending unsolicited emails to potential leads. An effective sales email has the ability to capture the recipient’s attention in the subject line and opening sentence. If done right, you can use cold emailing to easily highlight the value your prospect can gain from the product/service you offer.

Social Media Prospecting

This is a relatively recent addition to sales prospecting strategies. With social media gaining prominence, more and more companies are realizing its potential use as more than a marketing tool. With the right social media platform — depending on your client base, of course — you can reach out to and communicate with potential prospects using social media.

Inbound Prospecting

Inbound prospecting takes an approach where you reach out to people who engage with your company. Anyone who visits your website, likes your Facebook post, shares your YouTube video, downloads your ebook — basically, anyone who interacts with your company in any way is fair game.

Warm Calling

Much like cold calling is a thing, so is warm calling. What’s the difference between the two? Here, the call is not so unsolicited as it is when you are cold calling. Otherwise, your goal and the process is much the same.

Warm Emailing

When a lead has already interacted with your business and expressed an interest, you can use warm emailing. In most cases, this interest will be in the form of them signing up to be on your mailing list or giving you their email address in return for something like an ebook. With warm emailing, you take the data they’ve given you and use it to send them a carefully crafted email.

Social Selling

This involves using social media and directly interacting with prospects. With 76% of buyers ready to talk to someone who can provide them what they want, social selling has quite a high success rate. Much like warm emails, you can introduce yourself, learn about the specific needs of the prospect and then help them in their journey to becoming a paying customer. Whether you use Facebook or Twitter or LinkedIn doesn’t matter. What does is that you pay attention to the customer and their needs.


Prospect Nurturing

Whether you use the outbound approach or the inbound approach, ultimately, you still need to nurture your prospects. Most prospects will require multiple interactions, several follow-ups, and many emails before they convert into a purchasing customer. So no matter who is doing the prospecting or what method they use, they should also take care to keep up communication and tend to their prospects. This process can involve email campaigns, phone calls, targeted offers and more.

Prospect nurturing is especially important when you are selling a product or service that is complex, has a relatively high price tag, or a long sales cycle.

Sales Prospecting — Is There A Recommended Approach?

There is nothing wrong with either of the sales prospecting approaches. Ultimately, it would be up to an individual business and it’s needs. But if you ask us, we take the stance that inbound prospecting should be prioritized. You should still continue outbound prospecting — cold calling, cold emailing and all that — but the main focus should be on inbound prospecting.

Think about it.

Whatever we’re buying, more often than not, we’ve already heard of it. Word-of-mouth from friends, colleagues, or peers. Social media is also a thing. We look at customer reviews, articles on the news and elsewhere, and industry reports and recommendations. All of this before we ever do anything to buy a product.

All of this means that before a salesperson ever has a chance to even consider prospecting, they are already part way through the sales process. We’re making the jobs easier for them. In this age of widespread awareness, cold calling is almost redundant. In fact, a study from Baylor University shows that experienced salespeople can expect to spend 7.5 hours of cold calling to get just one qualified appointment.

Outbound prospecting has a place in today’s world, sure. If your product is niche or you want to expand your reach, you’re going to have to do some cold calling and cold emailing. But otherwise, it’s time that businesses turned their focus more to inbound prospecting.

Sales Prospecting — 8 Tips That Can Help You Succeed

You might be great at sales prospecting or you might be a newbie. Or maybe you are an industry veteran just refreshing your memory. Whatever it is, it doesn’t hurt to learn some possible tips that can help your sales prospecting process become easier and more successful.

1. Research Your Prospects

Remember how we said research skills are important?

This is where you put those skills into work. Do proper research on any and all of your prospects. Take them one by one. Look at their histories, who they have partnered with, what business decisions they make, what kind of investments, who is funding them — any and every bit of information you can find.

Every little piece of data can be useful later on. Every little piece of information helps make your approach more personalized to the buyer.

In a Harvard Business Review article entitled The End of Solution Sales, the authors float the idea that selling is not necessarily always about how useful your product/service can be to the prospect. Instead, the article argues, that a business’ sales performance is dependent on how it can find the right people and guide them to buying. The article also states that any sales professional should be able to identify points where a potential customer can be guided toward a sale. This is only possible if you’ve done the research and know your targets well.

2. Have A Targeted Approach

You can always cast a wide net and hope for the best, but it won’t always work. You should make sure that you have created an ideal customer profile. If you’ve just started out, you’re going to have to build a profile more or less out of nothing. Or rather, based on who you want your customers to be like.

But if you’ve been in business for a while, this profile should be an amalgamation of your top ten customers or so. Look at their common traits like size of the company, location, who the decision makers are, how much they spend, type of product purchased, and compiled them into a profile.

When you get a potential lead, compare them to this ideal profile. This way, you can prioritize companies that are more likely to buy from you. The more targeted you can be when you are prospecting, the more chances you have of converting prospects into paying customers.

3. Send Well-Crafted Emails

Sending emails is of course a large part of sales prospecting — inbound or outbound. The thing, however, is that you need to send well-crafted emails that are guaranteed to get replies.

There are of course outlines and templates you can use, depending on the situation, but this is something you’ll need to get the hand of by actual practice. Send a few emails based on outlines or templates, see the response, adjust, and so on.

You aren’t going to get positive results 100% of the time, but the better your email is, the more successful you’ll find yourself being in your sales prospecting activities.

4. Use Customer Referrals

This is a given, especially when you are starting out. If you are clever about using customer referrals, you can decrease your customer acquisition cost and at the same time, find more qualified leads without expending much effort on your part.

Whatever your method of sales prospecting is — email, phone, social media, or perhaps in-person — make a habit of asking for referrals after you make a successful sale. This is the best time for it. Why? The customer has just made a new purchase that they’re happy about and they’re all the more likely to respond more positively to your referral request.

5. Connect With Your Prospects

This is perhaps one of the most important tips for sales prospecting. We know you’re running a business and are trying to make money, but never forget that whoever you are prospecting with is also a person. And as such, they will respond better to being treated like a person.

What do we mean?

If you’ve done your research, you should know the ins and outs of the business. If you’ve done good research, you might even know things about the person you’re dealing with. Use this information to connect with them on a personal level. Business talk is great and all, but actual conversation has a ton of great value. We don’t mean to waste your prospect’s time on talking about the weather and current global politics (of course, this depends on the individual prospect and what they respond well to) but rather, don’t make the whole conversation be about the business.

Show your prospects that you understand their needs, pain points, and goals. Empathize with them. If you can get a personal ‘in’ with a prospect on your first interaction, they’re more likely to respond better to you. They’ll listen to your pitch, see how your product/service can help them, and actually make the purchase.

Also, you might end up making a good friend or a peer. Who knows?

6. Call At The Right Time

You are going to be calling a lot. That’s for certain. But that doesn’t mean you call any company at any time, willy nilly. Your research should have given you opening hours for each business you’re going to be contacting.

Reach out to them during those hours.

If a potential prospect is in a different country — which can be the case if you’re selling software or a service on an international level — remember the time zone differences. You might be otherwise busy during those times, but that’s going to have to be put aside if you want to succeed in your business efforts.

A 2017 CallHippo study has the best data on this subject. Best day of the week to call? Wednesday, when everyone is settled into their work week. Best time to call a prospect? Between 4:00 p.m. and 5:00 p.m.. The second best time? Between 11:00 a.m and 12:00 p.m..

7. Follow Up

Following up is one of the two super-secret secrets to succeeding in sales prospecting. According to a Velocify study, the optimal number of call attempts is six and 95% of all converted leads are reached by the sixth call attempt. 80% of all sales require five follow-ups, at the very least, to close but 44% of sales reps give up after just one rejection.

What does this mean? If you’re not following up with your prospects at least five times (or more) after your initial contact, you’re literally impeding your own success. Check your list of contacts, see how many times you’ve contacted each of them, and if you haven’t followed up enough… do it.

8. Make It A Habit

If follow-up is one half of the super-secret secret of sales prospecting success, what is the other half? Making it a daily habit.

You need to realize that the job of a sales prospector is never done. You need to work every day on your prospecting activities. You need to keep your pipeline full of valid leads, ready to be qualified. That means that you need to be actively cold calling, cold emailing, social selling, and doing every other sales prospecting activity there is. Every day.

It doesn’t matter if you have a hundred leads and you don’t need anymore. 99 of those leads could turn out to be useless. (Probably not, but who knows?) So make daily prospecting a habit and keep at it.


Succeed At Sales Prospecting With OneMoreLead

Sales prospecting is key to your business and your success at it depends entirely on the quality of leads you have. One of the best tools to get leads — verified ones at that — is to use OneMoreLead. With a database of over 40+ million 100% verified B2B prospects to search from and contact, you are bound to find the perfect match for your product or service, no matter your industry.

We take the policy that sales prospecting should not be a difficult and complex process. With OneMoreLead, you can make it an easy, straightforward experience and cut down the time you have to invest in sales prospecting. Use the tips above and combine with OneMoreLead and you will find yourself right on the path to success.