19 Best B2B Prospecting Tools (Updated 2024)

B2B prospecting refers to the process of identifying potential business customers or clients and reaching out to them with the aim of turning them into paying customers. It is a crucial aspect of any business's growth and success. By reaching out to the right prospects, businesses can increase their chances of generating new leads, expanding their customer base, and ultimately boosting their revenue.

This is where B2B prospecting tools come into play. These tools are designed to help businesses streamline their prospecting efforts, gather accurate data, and ultimately increase their chances of converting prospects into customers. But one of the biggest challenges businesses face is choosing a B2B prospecting tool.

What are B2B Prospecting Tools?

B2B prospecting tools are software applications or platforms designed to help businesses identify, gather, and manage data about potential customers or clients. These tools typically use a variety of data sources, including social media profiles, company websites, and public records, to provide businesses with accurate and comprehensive information about their prospects.

B2B prospecting tools come in many different forms, ranging from simple email finders to more complex lead generation and data scraping platforms.

As these tools are often used by sales teams, they are often referred to as Sales Prospecting Tools, but they can also be used for many other purposes (marketing, recruitment, etc.).

The purpose of B2B prospecting tools is to help businesses streamline their prospecting efforts, increase the accuracy and relevance of their data, and ultimately increase their chances of turning prospects into paying customers. By using B2B prospecting tools, businesses can save time and effort in the process of identifying potential customers, allowing them to focus on more critical aspects of their business.

B2B prospecting tools are essential for any business looking to grow its customer base and increase revenue.

The importance of using a Sales Prospecting Tool

Sales prospecting tools are essential for businesses looking to expand their customer base and generate new sales leads in the business-to-business (B2B) market. These tools provide valuable insights and data-driven approaches to identify and reach potential customers, leading to increased sales and business growth. Here are some key reasons why using Sales prospecting tools is important:

• Significantly improve sales team efficiency
• Enhanced lead generation capabilities to identify high-qualify leads
• Improved targeting and personalization for more effective outreach
• Competitive advantage by staying ahead of market trends and competitors
• Increased revenue opportunities by identifying high-converting prospects

What are the features to consider according to your needs?

For Small Business

If you're a small business looking for a B2B prospecting tool, there are several key features to consider that can help ensure you choose the right tool for your needs:

• Cost - For small businesses, cost is often a significant consideration. Look for a tool that offers flexible pricing options, such as a free trial or low monthly subscription fees, to help keep costs manageable.
• Ease of use - Small businesses may not have the resources or technical expertise to devote to complex tools. Look for a tool that is user-friendly and easy to set up and use.
• Targeted data - Small businesses need to focus on the most promising prospects to make the most of limited resources. Look for a tool that provides targeted data, such as specific industry or location filters, to help narrow down your prospect list.
• Lead generation - Small businesses often have limited resources for generating leads. Look for a tool that offers lead generation features, such as lead scoring or automated outreach, to help maximize your efforts.
• Integration - Small businesses may already have existing software tools or systems in place. Look for a tool that integrates with your existing systems, such as your CRM or email marketing platform, to help streamline your prospecting efforts and improve efficiency.

By considering these features, small businesses can choose a B2B prospecting tool that meets their unique needs and helps them make the most of their resources. In the next section, we will explore the features to consider if you're a larger company.

For Large Companies

If you are a large company looking for a B2B prospecting tool, there are several key features to consider that can help ensure you choose the right tool for your needs:

• Scalability - As a large company, your prospecting needs may be more extensive than those of a small business. Look for a tool that can handle large volumes of data and scale with your business as it grows.
• Customization - Large companies often have specific requirements for data and prospecting. Look for a tool that allows for customization, such as the ability to create custom fields or import specific data sets.
• Team Collaboration - If you have multiple team members involved in the prospecting process, consider a tool that facilitates collaboration or provides access to more than a single account
• Data Enrichment - Large companies often deal with vast volumes of data, making it common to encounter records with incomplete information. In such cases, data enrichment plays a crucial role in ensuring the success of prospecting campaigns. 

Comparative Analysis of Best Sales Prospecting Tools

This table provides a comparative overview of the best sales prospecting tools available in the market. These tools offer a wide range of features and functionalities designed to generate leads and sales efforts.

The table includes information on :

• Geographical Coverage - Geographical area in which the tool has data.
• Amount of data - The volume of records availables in the database (one contact or company equals one record).
• Attributes - Number of different types of data available for each records (e.g., Company name, Phone number, VAT number, Global Linkage, Social media links, etc.)
• Filters - Specific characteristics used to filter and target prospects (e.g., industry, company size, sales volume).
• Integrations - The tool's ability to connect and work with other software systems.
• Compliant (GDPR & CCPA) - Adherence to data protection regulations for privacy and security.

By examining these key aspects, businesses can make informed decisions when selecting the most suitable sales prospecting tool for their specific needs.

InfobelPRO

Founded in 1995 in Belgium, InfobelPro offers a comprehensive suite of business data and B2B contact information services. Their solutions empower businesses to access accurate and up-to-date information on companies, executives, and professionals, enabling effective market research, lead generation, and customer targeting.

InfobelPRO Pricing :

• Free Trial
• Search - 19.99€/month (Database Access)
• Partners Tools - Custom Price (Advanced Features)

ZoomInfo

ZoomInfo is on the the most popular B2B sales prospecting tools. Founded in 2007, their provides a wide range of B2B intelligence services. Their offerings include access to a vast database of company profiles, contact information, and intent data, enabling businesses to identify and connect with potential customers, fuel marketing campaigns, and drive sales growth.

ZoomInfo Pricing :

• Free trial
• Custom Plan

Dun&Bradstreet

D&B Hoovers offers comprehensive business intelligence services. Leveraging Dun & Bradstreet's extensive database, they provide companies with valuable insights, analytics, and company profiles to support sales and marketing efforts, risk assessment, and strategic decision-making.

Dun&Bradstreet Pricing :

• Free demo
• Custom Plan

Clearbit

Clearbit is a data enrichment and lead intelligence company founded in 2013 in California. With Clearbit, businesses can enhance their lead data, gain deeper insights into their target audience, and leverage real-time information to personalize their marketing and sales efforts.

Clearbit Pricing :

• Free - 0$/month (50 credits)
• Business - Custom price

Dealfront

Founded in 2023 from the merger between Echobot and Leadfeeder, Dealfront provides a range of B2B data and sales intelligence services. Their platform offers access to extensive company information, contact data, and sales automation tools, helping businesses streamline their sales processes, identify new prospects, and accelerate revenue growth.

Dealfront Pricing :

• Basic - 199€/month (2500 credits/year)
• Pro - 999€/month (15000 credits/year)
• Premium - 2999€/month (50000 credits/year)

Apollo.io

Apollo.io, founded in 2015, is a lead intelligence and sales engagement platform with a B2B database of over 250 million contacts. It offers features such as email sequences, task management tools, a click-to-call dialer, account playbooks, lead scoring, and analytics.

Apollo.io Pricing :

• Free - 0$/month (100 credits)
• Basic - 49$/month (Unlimited credits)
• Professional - 99$/month (Unlimited credits & more features)

Uplead

UpLead is a B2B platform for lead generation and sales intelligence. It offers a B2B database with over 200 million contacts and company data, a Chrome extension to capture leads from websites, email outreach tools for personalized emails, a lead scoring system, and analytics to track lead generation and sales activities. The platform provides a comprehensive solution for businesses to find and connect with qualified leads.

Uplead Pricing :

• Free - 0$/month (5 credits)
• Essentials - 74$/month (2040 credits)
• Plus - 149$/month (4800 credits)
• Professional - 299$/month (12000 credits)
• Enterprise - Custom price

Cognism

Founded in 2015 in United Kingdom, Cognism is a B2B sales intelligence platform based in London. It offers a Chrome extension for lead capture, email outreach tools for personalized campaigns, a lead scoring system, and analytics to track sales activities.

Cognism Pricing :

• Custom Plan only

Cience

Cience, founded in 2014, is a B2B lead generation and sales intelligence platform. It offers a B2B database including email addresses, phone numbers, job titles, and company size. The platform provides a Chrome extension for lead capture, email outreach tools for personalized campaigns with features like A/B testing, tracking, and analytics, a lead scoring system to prioritize leads based on factors like company size and engagement history, and analytics to track lead generation and sales activities.

Cience Pricing :

• Custom Plan only

Adapt.io

Adapt.io, founded in 2016 in the United States, is a cloud-based sales acceleration platform designed to assist businesses of all sizes, from startups to large enterprises. Its key features include Lead Builder for finding and qualifying leads, Prospector for identifying and prioritizing prospects, seamless data integration with CRM systems and marketing automation platforms, and comprehensive reporting and analytics.

Adapt.io Pricing :

• Custom Plan only

Outreach

Outreach is a sales engagement platform that empowers businesses to streamline their sales pipeline. It was founded in 2014 and is headquartered in the United States. Outreach.io offers a variety of services, including sales engagement automation, sales intelligence and sales reporting and analytics.

Outreach Pricing :

• Custom Plan only

Lead411

Lead411 is a B2B lead generation platform that provides sales teams with data, insights, and tools to find, qualify, and close more deals. Founded in 2001, Lead411 offers a variety of services, including lead generation, lead scoring, contact enrichment, and sales intelligence.

Lead411 Pricing :

• Basic - 99$/month (200 credits - US only)
• Enterprise - Custom price

LeadFuze

Founded in 2014, LeadFuze offers lead generation and sales intelligence services. Their platform provides access to a vast database of contacts, allowing businesses to identify and connect with potential leads. With additional features like lead qualification and automated outreach, LeadFuze streamlines the sales prospecting process for improved efficiency and results.

LeadFuze Pricing :

• Scaling - 147$/month (500 credits)
• Unlimited - 397$/month (Unlimited credits)

Seamless.ai

Seamless.ai is a sales intelligence software that was founded in 2018. It uses artificial intelligence to help sales teams find the best leads, build relationships, and close deals. Seamless.ai offers a variety of services, including lead generation, contact information verification, and sales analytics.

Seamless.ai Pricing :

• Free - 0$/month (50 credits)
• Basic - 147$/month (250 credits)
• Pro - Custom price

LeadIQ

LeadIQ is a B2B prospecting platform that was founded in 2015. It helps sales teams find, qualify, and engage with leads more effectively. LeadIQ uses a variety of data sources, including LinkedIn, to provide sales teams with contact information, company information, and social media profiles for potential leads. LeadIQ also offers a variety of features to help sales teams track their progress, identify opportunities, and close deals.

LeadIQ Pricing :

• Free - 0$/month (15 verified emails & 5 mobile phone)
• Starter - 85$/month (250 verified emails & 25 mobile phone)
• Pro - 140$/month (500 verified emails & 50 mobile phone)
• Enterprise - Custom price

SalesIntel

SalesIntel is a sales intelligence platform that helps sales and marketing teams find and contact their ideal prospects. Founded in 2018, SalesIntel provides a variety of services, including company and contact data, intent data and sales analytics.

SalesIntel Pricing :

• Individual Plan - 129$/month (100 credits)
• Individual Pro - 299$/month (400 credits)
• Teams - Custom price

Lusha

Lusha is a sales intelligence platform that was founded in 2016. It helps businesses find decision-makers using fresh, dynamic, and accurate data. Lusha's services include prospecting, lead generation and sales intelligence.

Lusha Pricing :

• Free - 0$/month (5 credits)
• Pro- 39$/month (40 credits)
• Premium - 69$/month (80 credits)
• Scale Plan - Custom price

LinkedIn Sales Navigator

LinkedIn Sales Navigator is a sales enablement platform that provides advanced tools and insights for social selling and prospecting. With features like lead recommendations, CRM integration, and InMail messaging, it helps sales professionals identify, engage, and nurture potential customers effectively.

Linkedin Sales Navigator Pricing :

• Core — 79,99$/month (Limited Features)
• Advanced — 127,04$/month (All features except integrations)
• Custom - Custom price (All features)

ContactOut

ContactOut is a tool that allows users to find emails and phone numbers of professionals across various industries. It integrates with LinkedIn, making it easier for recruiters and sales professionals to reach out to potential candidates or leads.

ContactOut Pricing :

• Free - $0/month (40 emails & 3 phone numbers)
• Sales - 79$/month (6000 emails/year & 600 phone numbers/year)
• Recruiter - Custom price (12000 emails/year & 600 phone numbers/year)
• Team - Custom price

Future Trends in Sales Prospecting Tools

As technology continues to advance and businesses evolve, the tools and strategies they use must also adapt. The landscape of B2B prospecting is no exception. Here are some of the anticipated future trends in B2B prospecting tools:

• Integration of Artificial Intelligence (AI) and Machine Learning: AI and machine learning are set to revolutionize the way businesses identify potential leads. Predictive analytics will allow sales teams to pinpoint high-value prospects with greater accuracy, automating much of the manual work involved in lead qualification.
• Enhanced Data Security: With increasing concerns about data privacy and stricter regulations, future B2B prospecting tools will place a premium on ensuring that collected data is stored and processed securely.
• Shift towards Account-based Marketing (ABM): This strategy, which focuses on targeting specific high-value accounts rather than broad markets, is gaining traction. Future tools will likely incorporate features that facilitate ABM, making it easier for companies to target and nurture these high-value prospects.
• Ethical Data Collection: As businesses and consumers become more conscious about ethical considerations, tools that prioritize transparent and ethical data collection methods will stand out.

FAQs

What are B2B Sales prospecting tools?

Prospecting tools are specialized software or platforms that assist businesses in identifying and reaching potential clients or partners within the B2B sector.

Why are theses tools essential for my business?

These tools streamline the process of finding new business opportunities, making it more efficient and accurate. They save time and resources, ensuring that you target leads most likely to convert.

How do I choose the right sales prospection tools for my business?

When selecting the right sales prospection tools, consider factors like your business size, industry, budget, and specific needs. Look for tools that offer features relevant to your prospecting strategies and integrate well with your existing systems.

Are Sales prospecting tools expensive?

The cost of prospecting tools varies based on their features, capabilities, and the scale of use. Many providers offer tiered pricing to cater to businesses of different sizes. It's essential to consider the ROI these tools can bring through improved leads and conversions.

Conclusion

In conclusion, B2B prospecting tools are essential for businesses seeking to expand their customer base and generate new leads.

These tools improve sales team efficiency, enhance lead generation capabilities, enable targeted outreach, provide a competitive advantage, and increase revenue opportunities.

Small businesses should consider cost, ease of use, targeted data, lead generation, and integration features when selecting a tool. Large companies should prioritize scalability and customization.

The comparative analysis presented in this article helps businesses make informed decisions when choosing the right B2B prospecting tool.