My Best Short-List of Digital Sales Prospecting Tools
What tools do most of my best (most productive) students use when prospecting? Glad you asked. Here's the skinny on “top picks” that have been crash-tested by me, my team and my customers ... soloprenurs and sales reps from large corporate teams.
These aren't the coolest tools. Instead, these are vetted products and services that seem to be used by top-performing sales people and entrepreneurs. Do you and/or your team work virtually? Get ready for the goods.
Email Open/Download Tracking and Scheduling
Don't know your email open rate when sending cold prospecting messages? You're flying blind. It's impossible to judge effectiveness of your message without first knowing your subject line is effective.
If you aren't being opened, your message isn't getting read. Many of my students report 40 percent and even 75 percent open rates. Sound impossible? It's not. But you've got to get out-of-the-box, get creative ... take risks.
To understand email open rates, Mac (Apple Mail) users seem to prefer MailButler. For non-Mac heads, Boomerang for Gmail is a strong option, especially for businesses who allow Google to host their email via G-Suite.
MixMax and SalesHandy are two newcomers who are pushing beyond the usual functionality of Gmail/G-Suite plugins. My team and I use MixMax. These tools offer a wide (and growing) array of simple functions vital to your digital prospecting success. These include email:
- Reminders (return to top of inbox on certain date based on recipient action taken)
- Scheduling of message delivery at specified time
- Template storage and message insertion
- Open tracking and notifications (showing real-time, location and device type)
- Download notifications (showing when prospects open your attachments and links)
- Message sequencing (based on a pre-defined or on-the-fly cadence you use)
Need to integrate with your CRM of choice? No problem. Most of these solutions stand ready to help you move contacts to various popular CRM tools. Many SaaS CRM tools are also able to “suck in” email message data from your cloud G-Suite account.
Jeff Molander is the authority on making social media sell. He co-founded the Google Affiliate Network in 1999, and has been selling for 18 years. Jeff is adjunct digital marketing faculty at Loyola University’s business school, a social sales trainer and author of the first social selling book, Off the Hook Marketing: How to Make Social Media Sell for You. Most social selling trainers teach the value of engaging customers and providing relevant content. Then they demonstrate the technology. But no one tells you exactly how to produce leads and sales—using a proven, systematic approach to content. Until now.