15 software packages to revolutionise your sales prospecting!
Big Data, IP tracking, Lead Scoring... you've probably already come across these terms, which are familiar to sales and marketing teams. These technologies are constantly improving prospecting and lead management software so that you can reach the right person at the right time.
The Internet has become a goldmine of data that you can use to attract the right prospects ("pull" approach) rather than "push" prospecting.
SaaS-based prospecting software is booming in this area. They organise your prospecting, make your salespeople's tasks easier and save them time!
Whatever the size of your business, you could well find in our selection the future ally to help you get your sales off the ground ! 🚀
What's the best prospecting tool? Our selection criteria
To draw up our comparison, we've chosen software designed to speed up sales prospecting, and secondly complementary solutions to cover many aspects of prospecting. Far from aiming for exhaustiveness, we have focused on usefulness, with all-in-one or complementary solutions.
The best tools are all the more effective if they can be combined to boost your performance: combine prospecting techniques and channels, for example :
- social selling + emailing sequence + automatic appointment setting,
- telephone prospecting + face-to-face appointments,
- sending emails + telephone calls,
- content creation (blog, webinars) + contact form + telephone, etc.
💡 The software selected is aimed at different sizes of company, whatever their sector of activity.
👉 Here are the various benefits you can expect to find:
- search for and find hot prospects,
- create a segmented and scored database,
- generate qualified leads,
- automate online appointment setting,
- manage your sales pipeline,
- track your sales opportunities,
- convert more prospects into customers...
And ultimately increase your sales!
Comparison table of prospecting software
1 of 14
Aircall, your best ally in telephone prospecting
Aircall is cloud telephony software designed for sales teams. This tool assists you in your telephone prospecting and saves you precious time. One click to initiate a call, another to record it, not to mention the fact that you can connect it to your CRM to have all your customer data at your fingertips.
And the bonus? You get clear, precise statistics on your telephone prospecting so you can optimise your strategy!
Benefits
- One-click native CRM integration,
- VoIP technology combined with other online communication services (videoconferencing, IP messaging),
- Recording of telephone calls,
- Quick to install and easy to learn.
Rates
From €30 per month per user, for unlimited use.
Aircall
BlackSales, the automation of specialised B2B prospecting
BlackSales is a B2B prospecting tool designed to make your sales teams more efficient. The software defines your priority prospect contacts, builds up an ultra-qualified and segmented database, and automatically makes appointments with them.
Depending on their responses or behaviour (analysed by the tool), it creates multi-channel follow-up plans: email, LinkedIn, telephone. A tool that helps you boost your sales performance and that grows with you!
Benefits
- Automate contact from your sales reps' email inboxes to generate more qualified appointments,
- Analysis of prospect behaviour and responses, followed by contextualised follow-ups and the creation of automatic follow-up tasks,
- Real-time CRM enrichment: your data is integrated into your tool and tasks are assigned automatically to save your sales reps time,
- Personalised onboarding: we'll help you create your prospecting targets, set up your email sequences and connect with your sales reps' email accounts.
Rates
From €990 excl. tax/month.
Blacksales
Datananas, BtoB contact recovery and cold emailing
Datananas is a BtoB prospecting tool that integrates with the most popular professional social networks: Viadeo and LinkedIn. As you browse, an additional button is added next to the profiles you are browsing to add them to your list of interesting contacts.
Datananas then takes care of building the contact file with valid contact details. With its cold emailing functions, your prospecting is more targeted and you can concentrate on the best opportunities.
Benefits
- Target prospects and generate professional contact lists,
- Creation of email sequences (including making contact and follow-up),
- Search for qualified leads and enrich your data,
- Increase the number of qualified appointments.
Rates
From €60 per user/month.
Datananas
Easybusiness, the canvassing solution combining the largest BtoB database in the world
Easybusiness is a comprehensive and innovative prospecting solution that uses the Kompass BtoB database to help you find and contact prospective customers in France and abroad.
With millions of qualified BtoB contacts presented via an intuitive interface, the platform enables you to target the contacts most relevant to your business using more than 60 search criteria, such as country of origin, number of contacts, etc. criteria, such as the country and city of the company, its sector of activity, the number of employees, the function of the person to be contacted and the company's turnover.
Benefits
- Constantly up-to-date information on contacts: companies (addresses, contacts, workforce), managers and financial data (turnover, net income, etc.),
- Segmentation, targeting and direct contact with your prospects on the platform: you can create relevant prospecting files and analyse your data using dashboards and reports,
- Geolocation of contacts and connection of Easybusiness to your CRM: so you can optimise your business travel and centralise your activity,
- Integrated emailing platform: you select the recipient contacts, choose an email template, personalise the content and subject of the email, personalise the sender, and finally, choose to send immediately or to defer sending.
Price
Price on request.
Easybusiness
HubSpot CRM, the CRM for all sales teams
HubSpot CRM is a tool adapted to all sizes and organisations, with a free, easy-to-use CRM dedicated to sales teams. It gives you all the tools you need to automate your sales prospecting: contact and pipeline management, meeting creation, call management, sales proposal tracking, etc.
When your growth accelerates, you'll benefit from its integration with other HubSpot software for marketing, sales or customer service, to generate even more leads!
Benefits
- Powerful and quick to set up for effective growth support,
- Transaction and pipeline tracking and automation of repetitive tasks,
- 360° visibility of sales performance thanks to customisable dashboards and detailed reports,
- Chatbot and shared online messaging to generate new business opportunities.
Pricing
Free CRM, with no limit on the number of users or duration.
noCRM.io, the effective lead management solution
noCRM.io is a 100% sales prospecting solution designed for sales teams. Once you have your leads in hand, you need to turn them into sales opportunities quickly, and noCRM.io helps you achieve this goal.
This online application, which goes against the grain of traditional CRMs, structures your approach (on-the-fly note-taking, status changes, visual sales cycle, etc.). The tool also gives you all the resources you need to sell better: import of qualified contacts, mobile application, reminders, clear statistics, synchronisation with your diary, etc.
Benefits
- Rapid creation of opportunities from multiple sources (LinkedIn, business cards),
- Helps you create scripts to boost your telephone prospecting,
- Automated entry of qualification data,
- Sales support: each opportunity is associated with an action so you don't forget any action and win more deals.
Rates
From €10 per month per user. Free 15-day trial.
noCRM.io
Plezi, complete management of your B2B inbound marketing
Plezi is an online B2B marketing automation application that manages the entire inbound marketing chain. Upstream of your sales approach, Plezi gives you the opportunity to share your white papers, videos, articles and events with your audience in return for their contact details.
Once you've had this initial encounter, you can use relevant marketing scenarios to convert them into customers: personalised emailings, landing pages, forms, etc. You build a special relationship with your audience around their issues and, ultimately, offer them your services.
Benefits
- Intelligent email campaigns, tailored to the stage your leads have reached in the conversion tunnel,
- Easy management of inbound marketing, with no technical skills required: management of ebooks and blogs, creation of landing pages and forms,
- Publication of your content on your social networks,
- Creation of workflows to speed up the sales process.
Prices
From €169 per month per user.
Plezi
Predict by Sparklane, automatic generation of scored leads
Predict by Sparklane is a solution that uses advanced Big Data and Artificial Intelligence technologies to automatically provide you with qualified leads. Using dozens of criteria, you can select a high-quality group of potential customers.
Sparklane's predictive algorithm performs lead scoring (assessing the potential of each prospect) to prioritise and target your prospecting actions. As well as freeing up the time of your sales and marketing staff, Sparklane multiplies your conversions thanks to the relevance of the contacts.
Benefits
- Predictive Lead Scoring: search, identification and classification of prospects using intelligent algorithms,
- Interconnection with CRM to create a scored database and help sales staff focus their actions on high-potential leads,
- Help in building a sales pitch that is contextualised and personalised according to the characteristics of each account,
- Personalised advice to optimise your prospecting process.
Rates
From €79 per month. 3 week trial.
Sparklane
ProspectIn, automated LinkedIn prospecting software
Prospecting on social networks also requires specialised tools to be optimised. ProspectIn is software that helps you manage all your prospecting on LinkedIn, using a Chrome extension.
You get a comprehensive tool designed to automate your prospecting tasks (automatic connection requests, sending personalised messages, exporting profiles to CSV, etc.), and generate qualified leads. The tool is ready to use as soon as you launch the extension, so let it manage your canvassing on autopilot and concentrate on planning your next actions!
Benefits
- Export LinkedIn leads to your CRM to facilitate your marketing actions,
- Automate visits and contacts,
- Send mass messages to targeted prospects,
- Assisted creation of marketing scenarios: you can sequence your actions according to specific deadlines and criteria (message read, unread) and assign tags to classify your prospects.
Price
From €9.99 per month per user. 7-day trial.
ProspectIn
Saalz, the CRM that makes prospecting easier
Saalz is customer relationship management (CRM) software that enables companies to better manage their customer relationships and grow their business. The solution is designed to help companies of all sizes, from start-ups to large enterprises, improve their sales and marketing processes, better understand their customers and develop lasting relationships with them while generating new leads!
Benefits
- Add leads from Linkedin using a powerful extension and personalised email templates,
- Business contact details (phone numbers and emails) for your potential leads and contacts are just a few clicks away,
- Quick, user-friendly start-up and installation,
- Full task tracking and exchange history.
Prices
From €13 per month for 3 users.
Saalz CRM
Sales Cloud, sales prospecting for the whole company
Sales Cloud, the CRM by Salesforce solution, includes all the features you'd expect from effective prospecting software: it helps you manage your leads efficiently, track your customisable sales pipeline and automate tasks to boost productivity and accelerate your sales.
To boost your performance, you can choose to integrate it with other modules (Marketing Cloud, Service Cloud), to get a complete view of your customer lifecycle.
Benefits
- The most widely used CRM in the world: a wide range of offerings for all types and sizes of business, from very small to very large, including start-ups,
- Flexibility of the tool: multiple configuration options and a wide ecosystem of services (Big Data, marketing automation),
- Enterprise-wide prospecting management: connects your sales team to all the company's departments (marketing, customer service, IT),
- Comprehensive reporting and dashboards to predict your sales and make informed decisions.
Pricing
From €25 per user/month.
Salesforce Sales Cloud
SMSFactor, targeted prospecting by SMS
Made in France, the SMSFactor solution specialises in professional SMS. Complete and flexible, it offers companies a range of options: a REST API for sending messages directly from your business software, plugins to connect SMSFactor to your tools (HubSpot, PrestaShop, etc.), and, finally, a complete online SMS management platform.
Its main advantage in terms of prospecting? The ability to rent a qualified database of mobile numbers, so you can reach new customers with your SMS campaigns.
Benefits
- Access to well-stocked opt-in prospect files qualified according to your objectives (you can effectively target up to 30 million people!),
- Insertion of a clickable link in your SMS messages to track the behaviour of your contacts and measure the performance of your campaigns,
- Support from A to Z from SMSFactor's experts, for prospect file retrieval, message development and dispatch planning,
- High-quality infrastructure, enabling fast and secure SMS deliveries, even for large volumes.
Rates
You can choose between prepaid packs (from €65/user for 1,000 SMS messages) and monthly payment by direct debit.
In addition, contact file rental is available from €700 for a minimum of 5,000 contacts. For all rentals, the sending of SMS messages is included and does not have to be added at extra cost.
SMSFactor
Visiblee, hyper-targeting BtoB visitors to your website
Visiblee is a BtoB lead generation tool that combines advanced technologies to discover anonymous visitors to your website, in real time. Big Data and crowdsourcing guarantee rich, fresh data.
Thanks to a tracking code placed on your website and the IP address of Internet users, Visiblee identifies for you the people and companies who show an interest in your offers and helps you to focus on the hottest leads thanks to behavioural targeting.
Benefits
- Obtain contact information from visitors to your site from external sources: BtoB database of 2 million shared contacts,
- Scoring of leads by machine learning algorithms, based on your target market and visitor behaviour,
- Segmentation of your prospecting base and tailored lead nurturing campaigns with email retargeting, to educate and nurture your prospects,
- Rapid return on investment.
Rates
From €250 per month per user.
Visiblee
Webikeo, engagement through interactivity
Whether on the Web or in real life, there's no buying act without trust. Webikeo is a very interesting tool for prospecting and generating leads: its webinar broadcasting platform is a very powerful way of creating links thanks to conferences with up to 1,500 participants.
After the conferences, you can measure the level of satisfaction of the participants and retrieve their contacts. You deploy your content marketing to interest your targets and move them up your conversion funnel. It's a source of acquisition worth considering!
Benefits
- Lead generation: visibility with the Webikeo community and communication campaigns to increase your visibility with targeted audiences,
- Retrieval of data from your web conferences via API or connectors,
- Lead nurturing: sending invitations to participants in your previous webinars, engagement features and support in the sales cycle,
- Integration with your other tools: emailing, CRM, marketing automation, to link the tool to your overall strategy.
Price
On request.
Webikeo
Zoho SalesIQ, chat to engage your website visitors
Zoho SalesIQ is a comprehensive platform for engaging your prospects and customers. Thanks to its live chat, marketing and sales teams communicate with your website visitors in an impactful way, with the aim of converting them into customers.
This makes it an excellent prospecting software, which has perfectly understood that success means sending the right message, to the right person, at the right time. You can set up automatic triggers to launch personalised conversations based on specific events (time spent on your pages, for example).
Benefits
- Advanced analysis tools to track your visitors' interests in real time and provide them with relevant answers,
- Lead capture forms to gather all the information you need about potential customers,
- Lead scoring function to prioritise your efforts,
- Advanced contact management, enhanced by AI capable of enriching profiles on its own.
Price
From €7 per month per user.
There is a free version limited to 100 chat sessions per month.
Zoho SalesIQ
What about free prospecting software?
Perhaps free sales prospecting software is just what you're looking for to improve your prospecting. It's a welcome option if you're just launching your business and don't yet have the cash flow to opt for paid software!
However, you should bear the following points in mind before opting for completely free software:
- the security of your data is not always guaranteed,
- the number of functions is limited or available as paid modules,
- integrations with your existing tools (including your CRM) may not be offered, etc.
💡 That said, you'll find software in our selection to suit all company sizes... and budgets!
How do you make good sales prospecting?
Commercial prospecting is based on three fundamental pillars: a clear strategy, a personalised approach and the right tools. Here are the essential steps for maximising your results:
- Set your objectives: define precise targets, such as the number of new customers or the expected turnover.
- Get to know your prospects: identify their needs, issues and pain points so you can tailor your pitch.
- Use the right tools: you have a wide choice of options in this article 😁
- Multiply the points of contact: alternate calls, personalised emails and interactions on LinkedIn to create a relationship of trust.
- Follow up regularly: track your actions in a CRM, plan your follow-ups and adapt your messages according to the feedback.
With a structured method and tailor-made interactions, you'll maximise your chances of converting your prospects into customers. To find out more, take a look at our complete guide to commercial prospecting. 🤓
How do you choose the best software for your sales team?
The best prospecting software is first and foremost the one that best suits your company, how it works, its size and its activities. To do this, first make sure you identify your needs.
🤔 Ask yourself the following questions, for example:
- Do you want to equip your sales department to improve efficiency or acquire a company-wide information system?
- Do you need a prospecting solution that's easy to set up and get to grips with, or are you focusing on an all-in-one or even bespoke tool to manage complex processes?
- What are your strategic customer acquisition channels: website, telephone, social networks, etc. and which ones do you combine?
- How much automation do you need to collect data on your leads? Is a sales intelligence tool essential?
- Do your sales reps need to prospect as a team and have the same information at their disposal at the same time? etc.
👉 Above all, think about your uses, so that you don't end up over-equipped with tools that could make your processes more cumbersome and slow down your efficiency! And don't forget how familiar your sales team is with the new technologies.
💰 You can then tackle the question of budget: what budget can you devote to your tool, in order to meet your needs? The question of how your sales force will take to the tool will be essential: if efficiency is paramount, make sure your future software is quick and easy to get to grips with.
Don't hesitate to test the solutions free of charge with their trial versions - it's the best way to see for yourself!
Free, B2B or CRM-oriented prospecting software: choose yours!
Prospecting is a vast field, and there are plenty of prospecting software packages that can help you win new customers!
Sales prospecting has undergone a major transformation: over the last few years, it has been marked by a sharp decline in outbound marketing and cold leads, which are subject to poor conversion rates.
The sales relationship is now driven by content marketing and the hyper-targeting of prospects. Effective sales strategies include less advertising, less canvassing and more proposals for relevant services.
Thanks to powerful prospecting software, supported by new technologies (Big Data, AI, Machine Learning...), your sales reps can optimise their time and focus on their high added-value tasks to close more leads. Close more deals, that's all we want for you! 🤝
💡 RGPD: And the protection of consent in all this?
As a reminder, the CNIL authorises the sending of emails to professionals without Opt-in (i.e. without prior consent) but with information from the organisation collecting the data. On the other hand, it is compulsory to offer an easy Opt-out (unsubscribe from your lists).
Article translated from French