7 marketing tools to help your salespeople prospect better
Posted: Sun Jan 05, 2025 10:05 am
1. Visit notifications
Your sales cycle is long, as is the B2B decision-maker's purchasing consideration.
Your salespeople can sometimes go several weeks or even months without being in contact with their prospects.
Salespeople make a note to call their prospects back in X weeks or X months. But what happens between now and then?
Either nothing, or calls with no added value that can make prospects nervous.
There are many tools that allow you to set up notifications for your salespeople when their prospects visit strategic pages on your website.
At the agency and at our clients, we use the Hubspot Marketing Automation tool for this.
This tool allows us to know that Mr. Martin visited the site 5 times last week and which pages he visited.
By identifying the strategic pages of your website, such as the services page for example, malaysia email list you can configure automatic notifications that send an alert to your sales representatives.
Salespeople can call their prospects at the best time. They come at the right time.
Furthermore, between two telephone contacts, your salespeople can also measure the degree of involvement and maturity of their prospects.
2. Email tracking
A prospecting email often feels like a message in a bottle when your salesperson receives no response.
Throwing a new message in a bottle seems to be the norm for many salespeople, but is it rational?
Sending too many promotional emails to the same prospect can quickly make you look like a spammer.
An email tracking tool allows salespeople to know if their emails are being opened. Even better, they can know exactly when they are being opened. Even better, they can also know from what type of device they are being opened.
With this tool, you know in real time what happens to your emails. No more messages in bottles, you can now throw hooks. And it's much more effective.
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3. The cat
Your prospects all have questions on their minds.
Your website should answer most of these questions , but what happens when the questions are specific?
Sometimes, unfortunately, your website cannot answer all of your qualified visitors' questions.
The presence of a Chat tool on your high added value pages gives your sales representatives the possibility of receiving questions from qualified contacts.
Your salespeople can therefore be called upon for their expertise while sitting comfortably behind their desk.
Salespeople don't sell anymore. They help. And that's the key!
4. Email sequences
Setbacks are part of being a salesperson.
Even if everything seems to be in line to sign a prospect who has been followed for 6 months, an external event can block the deal.
The famous, “I have no visibility at the moment. The best thing is that we call back in 3 to 6 months” sounds the death knell for several hours of hard work.
Yet all is not lost.
The efforts your salespeople have made so far are not to be thrown away. With an email sequence tool, you can manage your email reminders over time.
The idea here is to set up automatic email sequences that will keep your prospects thinking for several months.
Preparation work is necessary to best pace your messages, but once you press the “send” button, your salespeople will automatically feed their prospects.
Worst case scenario, the prospect doesn't follow up. Best case scenario, your prospect appreciates your follow-up and continues the conversation when they have visibility again.
5. Email templates
To make a difference to your prospects, your salespeople must be imaginative.
Indeed, for a contact that makes an impression, salespeople must add personalization and contextualization to their pitch to the basic message.
In writing, therefore by e-mail, the rule is often the same.
Here we find the Pareto principle or 80-20 principle which states that 80% of text is the same from one prospect to another while 20% is specific to each prospect.
By following this principle for your salespeople's emails, it makes sense to create email templates that they can personalize according to their prospects.
6. The online calendar
“For the week of the 14th, I only have Thursday morning available from 10:00 to 11:00. For the rest of the month, it will be complicated to organize ourselves.”
Does this remind you of anything?
Sometimes even the positioning of an appointment is complex. It requires a lot of back and forth. It sometimes even results in “no appointment at all” .
To avoid wasting time scheduling an appointment based on everyone's schedules, there are simple appointment-making tools.
How does an appointment scheduling tool work?
You synchronize your online calendar with that of the tool. This calendar gives in real time your availability to the one who consults it.
Then, you create a link that redirects to the tool's calendar (my calendar for example)
Your contact just has to choose the slot that suits them.
Your appointment is made!
No more back and forth emails, no more calls to find out if the times offered the week before are still valid.
Your salespeople save time and become more efficient.
7. Monitoring tools
To the question: “Ideally, when should we contact a prospect?” The answer is: “it depends!”
There are many good times to call a prospect , you just need to identify the events that will make your job easier.
For this, the Internet and social networks are a mine of information that you need to know how to use.
Some tools allow your salespeople to monitor news around their prospects or specific keywords.
Your sales cycle is long, as is the B2B decision-maker's purchasing consideration.
Your salespeople can sometimes go several weeks or even months without being in contact with their prospects.
Salespeople make a note to call their prospects back in X weeks or X months. But what happens between now and then?
Either nothing, or calls with no added value that can make prospects nervous.
There are many tools that allow you to set up notifications for your salespeople when their prospects visit strategic pages on your website.
At the agency and at our clients, we use the Hubspot Marketing Automation tool for this.
This tool allows us to know that Mr. Martin visited the site 5 times last week and which pages he visited.
By identifying the strategic pages of your website, such as the services page for example, malaysia email list you can configure automatic notifications that send an alert to your sales representatives.
Salespeople can call their prospects at the best time. They come at the right time.
Furthermore, between two telephone contacts, your salespeople can also measure the degree of involvement and maturity of their prospects.
2. Email tracking
A prospecting email often feels like a message in a bottle when your salesperson receives no response.
Throwing a new message in a bottle seems to be the norm for many salespeople, but is it rational?
Sending too many promotional emails to the same prospect can quickly make you look like a spammer.
An email tracking tool allows salespeople to know if their emails are being opened. Even better, they can know exactly when they are being opened. Even better, they can also know from what type of device they are being opened.
With this tool, you know in real time what happens to your emails. No more messages in bottles, you can now throw hooks. And it's much more effective.
New call-to-action
3. The cat
Your prospects all have questions on their minds.
Your website should answer most of these questions , but what happens when the questions are specific?
Sometimes, unfortunately, your website cannot answer all of your qualified visitors' questions.
The presence of a Chat tool on your high added value pages gives your sales representatives the possibility of receiving questions from qualified contacts.
Your salespeople can therefore be called upon for their expertise while sitting comfortably behind their desk.
Salespeople don't sell anymore. They help. And that's the key!
4. Email sequences
Setbacks are part of being a salesperson.
Even if everything seems to be in line to sign a prospect who has been followed for 6 months, an external event can block the deal.
The famous, “I have no visibility at the moment. The best thing is that we call back in 3 to 6 months” sounds the death knell for several hours of hard work.
Yet all is not lost.
The efforts your salespeople have made so far are not to be thrown away. With an email sequence tool, you can manage your email reminders over time.
The idea here is to set up automatic email sequences that will keep your prospects thinking for several months.
Preparation work is necessary to best pace your messages, but once you press the “send” button, your salespeople will automatically feed their prospects.
Worst case scenario, the prospect doesn't follow up. Best case scenario, your prospect appreciates your follow-up and continues the conversation when they have visibility again.
5. Email templates
To make a difference to your prospects, your salespeople must be imaginative.
Indeed, for a contact that makes an impression, salespeople must add personalization and contextualization to their pitch to the basic message.
In writing, therefore by e-mail, the rule is often the same.
Here we find the Pareto principle or 80-20 principle which states that 80% of text is the same from one prospect to another while 20% is specific to each prospect.
By following this principle for your salespeople's emails, it makes sense to create email templates that they can personalize according to their prospects.
6. The online calendar
“For the week of the 14th, I only have Thursday morning available from 10:00 to 11:00. For the rest of the month, it will be complicated to organize ourselves.”
Does this remind you of anything?
Sometimes even the positioning of an appointment is complex. It requires a lot of back and forth. It sometimes even results in “no appointment at all” .
To avoid wasting time scheduling an appointment based on everyone's schedules, there are simple appointment-making tools.
How does an appointment scheduling tool work?
You synchronize your online calendar with that of the tool. This calendar gives in real time your availability to the one who consults it.
Then, you create a link that redirects to the tool's calendar (my calendar for example)
Your contact just has to choose the slot that suits them.
Your appointment is made!
No more back and forth emails, no more calls to find out if the times offered the week before are still valid.
Your salespeople save time and become more efficient.
7. Monitoring tools
To the question: “Ideally, when should we contact a prospect?” The answer is: “it depends!”
There are many good times to call a prospect , you just need to identify the events that will make your job easier.
For this, the Internet and social networks are a mine of information that you need to know how to use.
Some tools allow your salespeople to monitor news around their prospects or specific keywords.