In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps have excellent B2B prospecting tools in order to make them more efficient and effective.
During prospecting, development reps have to make more attempts in order to reach prospects, which means they must do more work to achieve the same result. The Bridge Group found that today, SDRs make an average of 9.1 attempts per prospect before actually connecting with them. That’s an increase over the previous average of 7 to 8 attempts to reach leads. Since prospecting is critical to pipeline growth and the health of your company’s bottom line, it must be optimized.
SDRs have so much on their plates each day, you’re probably looking for ways to help boost their prospecting performance with automation, especially if you’re currently scaling your sales operations. With various options available, it’s important to know how to identify the best one. To make it easier, here’s a review of the critical attributes of a good B2B prospecting tool.
To improve prospecting performance, select an application that integrates seamlessly with or even streamlines the process of using your CRM, since that’s where your reps spend most of their day. Not only that, but the functionality needs to be accessible in a single screen – no toggling from tab to tab or application to application. Key call features of a good prospecting tool include:
These are the attributes that will help you help your reps, but an excellent B2B prospecting tool should also take some pressure off sales management as well.
SDRs aren’t the only ones who have non-stop days! In fact, sales managers are equally as busy, if not more, which makes it challenging to perform the desired amount of coaching needed for success. The best prospecting tools should make the sales managers or coaches life easier with these highly-useful attributes:
Now that you’re armed with a checklist, finding a B2B prospecting tool with these critical attributes should be much easier.