Sales People- what insights about prospects do you wish you had access to? What tools do you use?

Nathan Terrazas

July 6th, 2015

We're researching a sales-enablement platform and are wondering:

what insights do you wish you had easy access to about your prospects? And, if you use tools to help you gain insights about prospects, what are they?

Jay Feitlinger Digital Strategist | Entrepreneur | Digital Strategy Agency CEO | Speaker | Business Consultant

July 6th, 2015

Nathan, I always look for a personal way to connect with anyone I am reaching out to. I look for where they are located, what interests they have, content they are interested in, and both online and offline networking groups they belong to and especially those they are active in. I've tried many different tools and have found keeping it simple is usually best and leverage how their personal brand is showing up online such as through social media (LinkedIn & Twitter) to do my research on prospective clients or partners before reaching out and or meeting with them.

Stephen PMP Project Management Professional

July 6th, 2015

Wish I knew if they were the true decision maker / buyer, and if not them, then who?  That's always the most golden question in my book.  

I second Jay's sentiments with the relationship-building.  Candidly, I often would like to know as much about their personal life (and wins) as possible, so any online footprint they have I'd love to get my paws on - especially that which FB and Google capture.

Richard Harris Top 25 Inside Sales Leader, Public Speaker, 40 Most Inspiring Leader, Sales Trainer, Start-Up Advisor, SalesHacker

July 6th, 2015

Great question and see it all the time. I agree with Jay and Stephen. K.I.S.S. 

One thing you might also want to define will be how easily accessible is the information for the actual sales team. Meaning do you want it native to your CRM or do you want them having multiple windows open. 

Also, it will depend on who your ICP (Ideal Customer Profile) is and what role they have? Are you selling to IT, Sales/Marketing, or something else.

Research Tools: LinkedIn, InsideView, TwitterContact Information Tools (Email/Phone): SalesLoft Prospector, InsideView, Discover.orgCommunications Tools Email:  SalesLoft (Cadence), ToutApp or Yesware, Velocify, and ContactMonkeyDialing:, Connect & Sell
As you can see this actually turns into "What's in Your SalesStack" as opposed to one-offs. You are welcome to contact me offline if you have other questions.

Nathan Terrazas

July 14th, 2015

Thank you, gentlemen! @Richard- "sales stack" - I love that! 

Andrew Lockley Investments & consulting for tech startups

July 21st, 2015

Face-to-face prospects (ie people you're meeting), or online prospects (eg enquiry forms)? A third category is enriching purchased data lists. A


November 9th, 2015

Nathan, Without knowing the core or focus of your business model, we are all guessing a bit here.  I like to know organization size.  Ie.  1-10 employees, 11-50, etc.  Also, industry served, Ie. healthcare, publishing, accounting, etc.  Because so much of sales marketing efforts are driven from these and the factors mentioned above it is important to collect information that is related to the marketing of your business to potential clients.  A word of caution, if you ask to many questions on your lead gen form, you will kill the number of in-bound leads.  Keep it simple.  Focus on the "must have" data not the "sure would be nice if data."  As for tools, again it truly depends on your mission.  They are very few CRM tools that truly are marketing tools as well.  Most are CRM's that integrate with email service provider tools.   On many of my start-up projects we have used Infusionsoft, Office Auto-Pilot and Salesforce.      

Thomas Gay CEO,

January 30th, 2016

Nathan... Chapter 1: We provide a personal relationship building tool that you might look at.  However, what I find is that my clients actually teach us a lot about how they gain success with what we do and as a results they're always pushing the frontier out in amazing new ways.  For example, a client generating what are cold leads using LinkedIn Sales Navigator then put those leads into our relationship nurturing system seeking to turn cold to at least warm via our contact and personalization. Applied to four CEO leads, he gained two sit-down meetings that he converted into about $60k of closed sales training projects.