The more you know about your customers (accounts) – the more likely you are to sell, upsell and cross-sell.
This much information can ultimately be overwhelming for any sales rep, but luckily there are dozens of tools that can help you manage all the bits and pieces and optimize it so that you get only the information you need when you need it.
We found more than 50 tools that can be useful for your account based selling efforts, and which can be used for marketing, too.
By developing their product SearchSense, 6Sense enables you to find prospects based on the keywords that they search for that are related to your business. It focuses on the contacts you are most likely to close and sets aside the ones that might be false positives.
Act-On prides itself in shortening the sales cycle and ditching the cold calling until the prospect is sales ready. It helps you discover which one of your prospects is visiting your website at the moment and what they’re looking for.
Software formerly known as Insight 3, analyzes more than 50 000 executives, 70 000 global news providers, 2 300 B2B websites and 2 600 industry topics daily to provide you with all the data you may need for successful prospecting. They offer the so-called White Space Sales for those customers that might be needing your product or service in the future.
Ambition platform uses the unusual approach such as gamification and TV presentation to motivate sales reps to do their best and make the most out of the sales efforts of any team. The results were so stunning that they were published in Harvard Business Review.
Artesian insights are provided in your CRM solution, saving the team research time and giving them talking points that drive more personal, confident and credible conversations. With Artesian they can understand the market and companies that they are working with, create timely and relevant outreach and secure that next meeting.
France based Azalead offers website personalisation even for first time anonymous visitors and retargeting with tailored ad messaging. Prices range from $24,000 to $48,000 (and more for enterprise solutions) per year.
If the HubSpot is using BrightInfo to increase their website conversions, that is about all the recommendation they need. However, we should mention that they offer real-time website personalisation. Supposedly this tactic can bring you 230% more leads.
Bombora’s Surge data identifies which of your target companies are actively researching your products and services, signaling when and what they want to hear from you. Bombora monitors over 9.3 billion monthly interactions across 408 million unique users and organizes data into over 2,800 targetable segments, including intent and demographic data.
CaliberMind was designed by engineers with backgrounds in B2B Marketing, Sales, and Customer Success. It uses extremely valuable customer insights stored in email conversations, support tickets, and chat history with customers and leverages modern Natural Language Processing (NLP) to aggregate these conversations for machine learning and build psychographic customer profiles using this method.
Clearbit is made to integrate with Salesforce and similarly to 6sense has the ability to track website visitors and turn them into contacts by transforming simple email or domain into complete person or company profile.
Engagio is dominantly aimed at marketers, but it can help them align and orchestrate their efforts with sales department. By using this approach Engagio assists with technology when needed, but also withdraws it to enable human touch when it is necessary.
Discover.org can be used for marketing, sales and recruiting. Some of its clients include IT giants IBM and Lenovo. For sales, it provides actionable insights on buying triggers as well as planned projects of your target accounts.
With Datanyze you can search for prospects’ contacts without ever leaving the page you’re on then organize them right into your CRM, Google Sheet or sales email.
D&B Hoovers AI platform helps you keep your CRM data fresh and clean, provides you with scoring so that you can separate those more likely to buy from the rest and gives you insight into industry trends and social media feeds so that you can have all the right info at any given time.
Datafox enables you to filter out your potential customer companies out of their base counting over million businesses, find similar ones and import contacts from your CRM. Datafox will even inform you when there are new companies opening in your area.
Demandbase Sales solutions help you capture valuable insights on your target accounts and buying teams, so you can have the context and insights you need to personalize your outreach, close faster and maximize your conversions.
Except for helping promote the right content to your prospects, Docurated can tailor the desired sales rep behaviour and use it as a model for those that are not achieving their goals. It even provides financial services so that the sales people can have direct insight into purchasing habits of their clients.
Oldie but goodie, simple Email Hunter does exactly what its name says. It helps you find email of any prospect imaginable and verify it. In case you are on a shoestring budget for your sales adventures or you’re a budding startup that simply can’t afford expensive sales tools – Email Hunter is free and ready to go.
Available for marketing and sales, Everstring unlike previously mentioned tools, enables you to target your accounts based on the territory and prioritize companies in each area.
Growlabs software analyzes over 400 million websites, social media feeds, third-party data exchanges, and public databases to generate high-quality leads and data.
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HubSpot is the mother of all account based marketing and sales endeavors. They like to compare prospecting to fishing – net for non targeted lead nurturing which should be avoided and a spear for the account based marketing approach.
Infer offers you integration of all your lead sources into one and data enrichment so that you never waste your time and money on bad leads. On their website you can even find ROI calculator to determine how much you need to close in order to reach your goal.
InsideView promises 5 times higher response rates by targeting fewer but better accounts. It helps you expand your opportunities and accelerate your growth with sales territory planning by targeting your entire addressable market, not just a sliver.
Jumplead identifies website visitors into complete customer profiles and adds them automatically to a workflow so that their visits are followed up by an email. It even provides notifications so that you are informed whenever a lead is visiting your high value webpages.
Unlike other tools mentioned, Knowledgetree focuses on content. That is to say, it chooses the content that is most relevant for your prospects so that you can engage with them and increase your chances of closing by 20%.
Lattice Data Cloud tracks more than 30,000 signals about 250 million businesses and 200 million contacts globally. It makes these signals as well as any data you have about your customers (marketing activity, sales interactions, product usage information, prior transactions, etc.) available right within Salesforce.
Lead411 helps you find address, city, URL, phone, industry, revenues, employee size, LinkedIn profiles, executive and employee email information, phone numbers and even some direct lines. Prices range from $75 to $349 (or more if you’re an enterprise) per month.
Leadspace aggregates, cross-checks, and verifies data from multiple data sources to ensure you have the most accurate B2B marketing data. Rather than focusing on contact or account information, it provides high-quality, actionable intelligence on both individuals and companies.
LeanData is partnering with Salesforce and provides merging of your data by using multiple fields so that no contact is duplicated. LeanData’s Marketing Touch object creates a new link between previously unconnected objects within Salesforce in order to determine which factors actually influenced a deal.
LinkedIn Sales Navigator
We’ve mentioned LinkedIn Sales Navigator that comes free of charge with your LinkedIn Premium account and enables you to sell more by giving you valuable information about the companies you’re targeting. For example, are they hiring or downsizing, who are their notable employees, what departments are growing, etc.
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MadisonLogic helps you identify all the B2B influencers within your target list, every company currently in-market and the topics they are researching. It gives you market insights that identify key topics that are trending, and the content that is most engaging, as well as account-level insights including the correlation between ad exposure and site visits, assets downloaded, content type and the leads generated.
Like its name suggests, Marketo is focused predominantly on marketing, helping marketers automate their outreach process, craft emails and track their performance. It aligns your marketing, sales and customer relations teams into one seamless mechanism aimed at driving revenue.
Mintigo claims to be able to predict which companies in your market are looking to buy and what they are after. It provides you with data so that you’re informed about the business problems of your potential client before you schedule the meeting. Mintigo helps with education of sales reps so they catch on the business and right messaging much faster.
Nimble is one of the best rated tools among sales intelligence users. It offers smart relationship management, social business insight and apps for your mobile and browser so that you can work any time any place. Nimble charges $22 per month for your basic sales automation needs.
Used by the software giants Microsoft, Adobe and Oracle, Nudge gives you insight about your interaction with prospects and clients as well as reminders i.e. buying signals so that you can track your sales opportunities.
Owler sends you daily snapshot of the news in the industries you’re targeting, notifies you about the latest financial and organisational changes in companies you’re most interested in and provides you with stats about your rank among the competition.
Outreach automatically groups prospects by account when syncing in from Salesforce. It enables you to see all communication taking place within an account, across your entire team, from one central feed.
Developed by the sales giant Salesforce, Pardot is focused on crafting perfect emails, smart lead generation and streamlined lead management, insightful ROI reporting and seamless sales alignment. Prices for up to 10,000 contacts range from $1000 to $3000 a year.
Radius Data Stewardship identifies and addresses core CRM and MAT data issues and provides the most accurate, comprehensive, and sustainable data that marketers need to drive revenue. Their custom TAM Analysis compares your in-house data with The Network of Record to identify net-new prospects as well as existing prospects worth retargeting.
RainKing taps into the essence of Account Based Sales by helping you find the right decision makers and all others that might be involved in the process of purchasing. After you’ve defined your buying personas, RainKing will pick the perfect matches from your CRM.
RelPro helps you find the fastest path to your targets and leverage your relationship capital with Connectivity Analytics. It aggregates contact details and relationship intelligence for over 150 million decision-makers from best-in-class sources so that you can easily and accurately find real-time leads, develop prospects and strengthen existing relationships.
Salesforce Sales Cloud
Another product from the Salesforce laboratory, Sales Cloud is CRM on steroids. Data is automatically updated and leads that are ready to convert forwarded to the right sales reps. You can get your Sales Cloud from $25 to $300 per month.
We’ve mentioned SalesLoft as one of the most popular email automation tools, but this software is far more than that. It collects data to make your future prospecting easier, enables sales and marketing alignment and helps you coach your team wherever you are with Live Call.
Salestools gives you a full overview of the number of prospects, accounts your team is working on, how much data they prospect so you can make better decisions running your sales team. Salestools technologies will give you the insight about the way the prospecting company is spending their money.
Sendbloom’s drag-and-drop Segment Designer is a first-of-its-kind segmentation tool that enables you to build campaigns of any complexity by segmenting prospects on variables from Sendbloom’s vast company data library and integrates your own data for contextually relevant messaging.
Formerly known as Social123, Synthio offers data enrichment and unification, offers vast worldwide database and creates suggestions based on your buyer persona. With more than 50 data fields they help maximise personalisation and therefore engagement.
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Terminus enables you to engage decision makers on their terms and accelerate marketing and sales pipeline velocity at scale. It targets the exact individuals you need by sending the right message to the right people.
The Big Willow
Beautifully named, The Big Willow helps boost rep productivity with bi-weekly Buyer Intelligence Reports and Intent Qualified Leads – details that show “the why” behind account recommendations and the right contacts from the active offices at Intent Qualified Accounts.
Vendemore is perfect for demand generation, raising brand awareness and driving brand engagement. It helps you target the right companies with the right content at the right stages of the funnel process by using the resources of more than million publishers in over 100 countries.
Winmo is the sales tool most similar to Linkedin Sales enabling you to see when important people in the company are changing jobs, when the companies receive funding, if there are expansions or struggles or if there is a product launch on the horizon. By having all this information before your competition does, you are more likely to predict the needs of your prospects and close.
You can prospect your ideal customers based on their title, department and seniority, venture funding raised, company size, job openings, etc. Zenprospect enables notifications for changes in your target companies so no opportunity can be missed.
ZenIQ uses the power of machine learning and data intelligence to automatically scan your historical data, current pipeline, and external events to spot hidden patterns, buying signals, and pathways that lead to faster and larger deals. They even promise a 30% increase in campaign effectiveness.
Zoominfo worked with Dell, PayPal and Amazon, among others. It provides a complete profile of a prospect so that you always know whom you’re reaching out to. Zoominfo can find your next customers by giving you suggestions of prospects similar to your current target accounts.
What are the best tools for account based selling?
You can choose your ideal sales software based on the features you need and price you are willing to pay.
Whatever you decide, evolution of these tools shows that effective lead generation and data management has become a priority in order to make your sales process easier and faster.
For those who prefer dedicated human data enrichment, Market Republic offers up to date, hand picked and tailor made leads.