Outbound & Sales Engagement Playbook
Part I: Cadence Flows
Learn the theory and practice to develop cadence flows throughout the entire funnel, increasing your efficiency.
Active prospecting for customers has always been an extremely physical job within Outbound, as was said in the post about What is Outbound.
However, currently, there are several tools that help sales professionals in their work, ranging from sending mass emails to a more accurate analysis of the profile of prospects (yes, this is possible and you will see how in this post).
I will mention the tools below, according to their features, advantages and disadvantages in relation to the current Brazilian market, and throughout the text, you will see why I am saying this:
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- 1. Find That Lead
- 2. x.ai
- 3. Reev
- 4. Serasa Online List
- 5. conspire
- 6. SEMrush
- 7. Clearbit / Rapportive
- 8. Email Hunter
- 9. Datanyze
- 10. LinkedIn Sales Navigator
- 11. Charlie App
- 12. Gainful.io
- 13. New
- 14. Zen Prospect
- 16. Inbot
- 17. FindthatEmail
- Opinion as a user of Outbound platforms
1. Find That Lead
Find That Lead is a tool that helps you find the correct emails for every prospect you have on a list. If you know the name, surname, and URL of the website of the company he works for, it is now possible to perform the search. LinkedIn integration just makes things easier!
Have you ever gone through that 12 email thread to be able to line up a time (and if it’s Field Sales, location too) for meetings? The x.ai is your personal assistant, he helps you in this match, just copy Amy, and she does all this for you.
It automates your sales process, while you can control the performance of your emails, control your cadence flows, manage templates and manage your contact base.
It also allows for a 40% reduction in the time sellers spend sending emails, as well as a 102% increase in response rate. In other words, you can generate 2.5 times more sales leads, with the same effort!
4. Serasa Online List
Serasa provides to the subscriber of the Online List a targeted mailing of prospects, both B2C and B2B.
It increases your operational efficiency as it generates mass contacts. Furthermore, the search is segmented according to the user-defined profile, such as approximate billing, activity level and the like.
As in the case of Yesware, the price complicates it. The charge is made by the number of contacts generated.
Finally, in some cases, non-relevant contacts may come, such as from non-operating companies, or branches of the same company that are in other regions basically duplicated data.
Conspire is a tool that shows who in your network can introduce you to a prospect, it works in conjunction with the Gmail database.
It helps you by referring people from your network of contacts who can refer you to a potential prospect. In the end, it even sends you a report showing which contacts you talk to the most in your email, those you’ve been the longest without contacting.
Reports may not contain relevant information if you have several people on your email list that you no longer do business with, as the tool will constantly remind you to get back in touch with them.
Native tool for inbound marketing, but allows active prospecting of customers through keywords. Its main function is to keep track of a page’s ranking and its backlinks. Check out the guide we made on how to apply it in business intelligence here.
The good thing is that SEMrush, as a tool, has some great benefits:
- It can be used both for inbound marketing and for outbound sales, diluting the cost of the tool;
- It has a lot of ready-made information that a business intelligence professional will have to search manually if not using SEMrush.
However, the only advice I give is: it is not worth hiring just for prospecting, after all, the tool is focused on inbound marketing.
7. Clearbit / Rapportive
Both tools are extensions for Google Chrome and have a clear goal: to help you find more information about your contacts.
However, it is possible to test different emails to find out which one has a reference in social media as well.
It’s worth it to get more information when you’re a Business Intelligence analyst, I assure you. However, there are problems with both software: while Clearbit indicates that some non-existent emails are connected to LinkedIn. Rapportive tends to be down for a few hours every week :/
Still, it’s worth it. My personal choice is Clearbit, which has a Find Email option, similar to Find That Lead, but which generates several emails for you according to a URL.
8. Email Hunter
Also integrated with Linkedin, Email Hunter helps you to validate if an email exists, by finding the contacts of different people from Linkedin and other tools. It is worth testing for those who use it on a daily basis.
However, its free version only allows 150 searches/month.
One of the most complete tools for Business Intelligence, Datanyze helps you find information about a company according to URL searches.
You can find out how much it makes, how many employees it has, what technologies it uses on the site itself (if you sell a competitor or complementary solution, this information is invaluable), among other key points.
It works great in the American market, but the cost-benefit here isn’t paying off, yet.
10. LinkedIn Sales Navigator
Linkedin’s own tool for those working in sales. Man, in most parameters, but essential for anyone who depends on this social network to prospect.
Ideal for anyone working selling to large companies or technology companies, as most of your prospects will be there. It becomes more and more necessary in our scenario, due to the growth of LinkedIn.
11. Charlie App
It is basically a “personal” assistant to gather strategic information available online about the prospect. It accesses the database of Facebook, LinkedIn, Twitter, among others and generates a report that is sent to the user’s email. Also, remember that it only works for meetings that have been scheduled on Google Calendar (sending an invite to the prospect).
Some of its benefits are:
- Full feedback of the next prospect’s information with which the sales professional will meet;
- Important to define a meeting script (be able to check which points it is interesting to mention to generate rapport );
- Works together with Gmail (fetch meetings from the calendar).
However, there is a clear downside:
- The assertiveness of the feedback depends on how often the prospect updates their social networks.
Like other search engines, Gainful.io uses LinkedIn to find information and contacts to generate leads lists. However, he goes beyond LinkedIn, looking at AngelList and Crunchbase.
One more of its differentials is in the filters that it allows performing, including market sectors, positions and other fields that can help you to get contacts from decision-makers quickly.
Have you ever spent several minutes getting more details to try to enrich a prospect email? Through Data Science, Nova generates personalized introductions for your contacts.
The only problem: it only works for those who are thinking of focusing on the global market, as it is still supported in English only.
14. Zen Prospect
Yes, Zen Prospect does a lot of things. The common problem with platforms like this is that, almost always, you find tools that, individually, have better functionality or usability.
It’s not very different here, but those who like to centralize their actions can count on a more complete platform.
Have you ever wanted to have a bot that could get new contacts for you to simply send your emails? So you already found him 🙂
Although assertiveness isn’t very high, you spend very little time getting new attempts, so it’s worth a few tests to see if your market has a nice hit rate.
The tool was created to find the contact’s email accurately, to trigger cold emails.
The number of emails in the free version is 15, but we note that the tool’s assertiveness is greater than that of its competitors, which makes it certainly attractive.