The data game is quickly changing. Major players are unifying. New choices are emerging. But how do you know which prospecting tool and database is right for your team?
Here are some things to consider:
- Does this tool integrate with my CRM?
- How often is their database updated?
- Do they provide the information for the contacts that meet my ideal customer profile?
- Are we restricted to searching through the platform or does it have a browser extension?
ZoomInfo, Powered by DiscoverOrg
If stale information is a concern, have no fear with ZoomInfo. They use research US-based research teams to refresh their contact records every 60 days. The platform also provides a visual of org charts so you know exactly who to talk to if a prospect has to “talk it over with the boss.” Because the data is human-verified, it’s highly accurate including 90%+ direct lines. They are very strong with IT org charts and have emerging data sets around marketing, sales, and finance org charts.
LinkedIn Sales Navigator
Social selling works which is why LinkedIn Sales Navigator is a popular choice for salespeople. One of the platform’s strengths is that it will alert you when a prospect or client has a job change. It also has a robust search function that allows you to hone in on ideal prospects.
eGrabber allows you to build a list of contacts with email addresses scraped from LinkedIn or other webpages. Because you can tailor the search criteria, it allows you to build the most targeted list of contact names and emails. Whether you’re an individual salesperson or need to purchase for a team, eGrabber has a solution for you. There is one downside to this platform–it’s Windows only. Sorry Apple fans.
If you haven’t seen CEO Brandon Bornancin’s videos on LinkedIn, you’re missing out. Seamless is a relatively new player to the data game, but that doesn’t mean their database is light. The platform has a powerful recommendations engine that suggests contacts and accounts to prospect in addition to an impressive database.
LeadIQ eliminates the most annoying parts of prospecting, by giving you prospect contact data without manual data entry. As sales rep research their prospects online, LeadIQ tells reps what records are in Salesforce. If they aren’t, it finds and imports your prospect’s work email, direct dial, cell phones, and company info right into your favorite sales platforms. If you want your team to be researching their prospects first, without sacrificing selling time, LeadIQ’s a good place to look.
What prospecting tools do you use? What features have changed the game for your team?
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