The Best Tools for Automated Sales Prospecting

Key takeaways

• Sales prospecting tools can automate lead generation, contact identification, and insights gathering.
• They can also help identify decision-makers, build lead lists, understand prospects' pain points, and predict sales opportunities.
• When considering an automated sales prospecting solution, look for things like accurate data, seamless integrations with your existing tech stack, and free trial or free account options.
• Our recommended tools include Apollo.io, LinkedIn Sales Navigator, Vidyard, etc. for advanced search, video capabilities, and streamlined scheduling.

If you work in sales, you know that generating good, quality leads is one of the most time-consuming and exhaustive tasks in the sales process.

A recent survey revealed that 40% of salespeople consider sales prospecting more difficult than qualifying and even closing.

If you value your time (who doesn’t?!) and you care about data accuracy and reliability (of course you do), then automated sales prospecting tools are a must.

Sales tools that offer prospecting automation make your sales cadence infinitely more streamlined and impactful.

Keep reading to learn what to look for in a prospecting tool and what modern sales tools are worth giving a try today!

What is a sales prospecting tool?

A sales prospecting tool is software that automates lead generation, sourcing, and verifying contact information and outreach.

Sales prospecting tools drive sales productivity.

They reduce the time required for sales activities and allow salespeople to perform more targeted, effective outreach based on accurate data.

You can use sales prospecting tools to:

• Automate manual or repetitive tasks and eliminate busywork to give your sellers more customer-facing time
• Engage prospects at scale over multiple channels
• Identify and contact decision makers and first-point-of contact
• Build lead lists with best-fit prospects that have the highest chance of converting
• Get insights into prospects’ pain points so you are better informed when you reach out and are more equipped to overcome objections
• Track and analyze industry movements, online behavior, and buyer intent data to predict sales opportunities

What to look for in an automated sales prospecting tool?

Your number one question when evaluating new tools should always be, “Does it meet my company’s needs?”

There are a lot of sales tools out there with all the bells and whistles, but if they don’t fit well with your product, your existing tools, your company goals, your budget, or your selling strategies, they will be more stressful than they are worth.

On top of these considerations, ask yourself does it:

• Provide accurate, verified data (this one’s a no-brainer!)
• Offer seamless integrations with your current technology stack
• Offer free trials or accounts (this way you can see if it makes a good fit before investing your dollar)
• Have features that allow you to perform high-quality interactions at scale
• Encourage team transparency and efficiency

To start you on your quest for the best prospecting software, we’ve compiled a list of 5 easy-to-use prospecting tools that offer some of the best automation on the market.

1. Apollo.io

Apollo is the sales automation tool that offers an end-to-end experience. We equip the world with everything B2B sellers need to make go-to-market clear, quick, and simple with the best database, powerful automation tools, and workflows.

Apollo’s database isn’t inactive and lifeless – it works for you.

With Apollo, you can:

• Leverage the market’s largest, most accurate, and most in-depth B2B database, with 210M+ contacts across 35M and over 200 data attributes per record, perfect for accurate prospecting
• Use Personas to create and target your ideal buyers with laser precision to always have the right contacts at your fingertips
• Sync your CRM for frequent data enrichment of all your existing records
• Access endless automation features and data insights on LinkedIn and beyond with the Apollo Chrome Extension! With a single click you can bulk save contacts, add prospects to a list, push them to a sequence or add them to your CRM
• Arrive at your first touchpoint with prospects with all the actionable insights (e.g. technologies used, funding rounds, hiring). We’ve done the research for you!
• Stay up-to-date on contacts’ employment status with Job Change alerts to reach out at just the right time

2. LinkedIn Sales Navigator

When it comes to prospecting platforms, there is hardly one more popular than LinkedIn.

The LinkedIn Sales Navigator allows you to take advantage of the social network’s user base of over 600 million professionals.

Find new leads with advanced search options, then let the tool suggest new leads for you. Sales Navigator also gives you crucial updates about target accounts, such as job changes or press releases. You can choose to get email alerts every day, week, or month. This way, you can receive a prequalified list of prospects on a recurring schedule – without lifting a finger.

LinkedIn is also extremely integration-friendly – using a data insights tool alongside the LinkedIn Sales Navigator will make prospecting automation even more effective.

With the Apollo Chrome Extension, you can amplify LinkedIn’s automated prospecting capabilities while cutting down time spent. When used on LinkedIn, the Apollo Chrome Extension gives you verified contact information, click-to-call capabilities, automatic research and stage sync, one-click list building, and more.

Do prospecting tools get more dynamic?! We think not…

Download our Chrome Extension here!

3. Vidyard

Meet Vidyard! – a cutting-edge tool for digitally-focused, automation-seeking sales teams.

With Vidyard, you can record and send videos in just a few clicks – perfect for busy sales reps trying to use automation to break into inboxes and create lasting impressions with prospects.

This tool also offers:

• Easy link attachments to book meetings straight from videos
• Customizable video-sharing pages for brand consistency at every touchpoint
• Integration with Zoom for video storage
• Advanced video analytics and notifications

And the best part?

There is a Vidyard-Apollo.io integration!

With an Apollo.io account, Vidyard makes your outbound prospecting capabilities even more advanced by allowing you to record or embed a custom-made video without leaving the Apollo platform, adding video personalizing to your Apollo sales sequences, simultaneously importing videos, and more.

If you’re an Apollo.io customer, you can start integrating videos into your prospecting sales process today. Here’s a document on how to import Vidyard videos into Apollo to get you started.

And If you don’t have an Apollo account, worry not! It’s completely free to sign up.

But more about that later…

4. Calendly

Smart, modern scheduling is an important part of any prospecting process.

Calendly is a great automated sales prospecting tool because it eliminates the hassle of back-and-forth emails and helps you schedule meetings with prospects professionally and efficiently.

Key automation features of Calendly include:

• Single-click scheduling that reduces cancellations and double bookings
• Automated reminders and follow-ups
• Advanced availability preferences
• Lead qualification through routing forms
• CRM integrations that limit manual data entry

5. G2

Used by buyers, salespeople, and investors alike, G2 is the go-to platform for B2B SaaS reviews.

It’s a goldmine of information about prospects’ needs, challenges, and how they’re using your competition’s solutions.

On G2, you can use Review Automation to collect more reviews in less time. Integrate your email tools, your CRM, and/or survey software into G2 to automatically collect and store actionable feedback and respond to customers with ease.

G2 can also help you cut down on hours of competitive research by offering you the business intel you need in one place. From pre-generated reports (e.g. product replacement, pricing, momentum reports) to real-time intent data, sales reps can use G2’s data insights to identify high-intent buyers who are researching you and the competition.

Sales prospecting doesn’t have to be complicated. When you work with Apollo's state-of-the-art automation capabilities, not only will you save time and effort, you’ll create a modern go-to-market strategy that connects you with the right buyers and drives revenue.