21+ Las mejores herramientas de prospección de ventas B2B [por categoría]

El mejor software para cada paso del proceso

¿Busca un software de prospección de ventas que le ayude a llenar su pipeline?

The amount of available tools out there can be truly mind-boggling. 🤯

That’s why we’ve listed the absolute best B2B sales prospecting tools you can use for every respective step of the process:

1. Encontrar buenas perspectivas
2. Llegar con eficacia
3. Nutrir a los clientes poco entusiastas
4. Seguimiento y cierre de clientes potenciales
5. Bonificación: intégrelo todo

Looking for any of the above in specific? Just click the link to go to the right section. 👆

If you see Salesflare pop up more than once in the list, it’s normal: Salesflare comes with many sales prospecting tools built in, so you don’t have to juggle your prospects between a lot of different software. Fret not, however: we’ll present you in each section with a worthy alternative. That’s a promise! 😘

Now, let’s explore these top tools. 👇

1. Herramientas para encontrar buenos prospectos

Finding quality sales leads is essential. To make your sales prospecting process work effectively, you’ll need well targeted leads with well verified contact details. Here are some dedicated sales prospecting software you can use.

Buscadores de datos de clientes potenciales B2B

Adapt.io

Want to prospect people who work in a specific industry, geography, company size, and role or department (and maybe use a specific technology on their website)? Adapt.io can help you find these people with their respective email address and often also their phone number. It’s one of the best B2B lead data finder tools we’ve tried. And its pricing starts at $39 per month.

UpLead

UpLead is a worthy alternative to Adapt.io (just above) and it comes very highly recommended by reviewers on G2.com as well. Even though its lowest plan is slightly more expensive than Adapt.io’s, it becomes significantly less expensive as you scale.

Buscadores de direcciones de correo electrónico

Salesflare

Want to find an email address for someone you see on LinkedIn, for a list of prospects (like in Excel or in a csv), or for any contact in your CRM? Then Salesflare will find you a quality email address in over 70% of the time. The best part: this email finder is built into your CRM (with an integrated email sequence tool and LinkedIn sidebar) and all CRM plans come with free email finder credits included. 🆓

VoilaNorbert

¿Se ha decidido por su herramienta de secuenciación de e-mails y CRM? Entonces puede utilizar VoilaNorbert en lugar de Salesflare. Su precisión es bastante similar (¡buena calidad!), su precio no es desorbitado y su búsqueda es bastante rápida. Consejo: cuando digas "VoilaNorbert", intenta utilizar tu mejor acento francés. 🥐

FindThatLead

Una tercera gran opción: FindThatLead. Al igual que Salesflare y VoilaNorbert, FindThatLead también incluye una práctica barra lateral de LinkedIn. Con todo, la funcionalidad es relativamente similar y tiene un precio ligeramente inferior. Nuestra única queja: el buscador de correo electrónico puede tardar mucho en procesar una lista.

Para una comparación más profunda de estas tres herramientas, consulta esta detallada comparativa de buscadores de correo.

Verificadores de listas de correo electrónico

MyEmailVerifier

With tens of email list verifiers on the market (even VoilaNorbert and FindThatLead have their own version) it’s hard to find which is the best one. MyEmailVerifier is the best one we’ve found so far at a (very) affordable price. Works great for B2B prospecting.

Buscadores de correo electrónico en LinkedIn

Salesflare

We’ve covered email finders, but what if you’re looking at someone’s LinkedIn profile and you’d like to find their email address straight from there? With Salesflare’s email finder extension for LinkedIn it’s just a click away. And best of all: you can add the person straight into the CRM and enter them in an email sequence. Could life be any easier? 😍

Snov.io

We tested a whole series of email finder extensions for LinkedIn and most are slow or ugly. In that sense, the plugin that Snov.io offers is a breath of fresh air. It looks good, quickly offers results, and adds them to a list so you can easily use them in the next step. Installing it can be a little complex for novice Chrome users, as you need to sideload the extension; if you know how to do it, don’t let it hold you back.

2. Herramientas para llegar a los clientes potenciales

Got your sales prospect data together? Then let’s get in touch with them using emails, LinkedIn connections requests/messages, calls or personalized videos. The below prospecting tools can help.

Herramientas de difusión/secuencia de correo electrónico

Salesflare

Salesflare pops up again? 😮 Yes, it can also power your outreach to sales prospects. With Salesflare, you can effortlessly send personalized email sequences at scale. You can send the emails from the CRM and have everything recorded back in the CRM automatically: email opens, clicks, replies, bounces, unsubscribes, … Salesflare even detects and parses the email signatures in these replies to update the contact details. And it helps you follow up and close the deals.

Reply.io

While we previously used to recommend Mailshake because it was more affordable, they upped their price and now only offer annual billing. Reply.io is a great, premium alternative with monthly billing. It’s pleasing to the eyes and does what you expect it to do, i.e. send email sequences reliably.

Herramientas de automatización de la difusión en LinkedIn

Dux-Soup

Our tool of choice for many years now when automating outreach on LinkedIn, like connection requests, messages and endorsements: Dux-Soup. This sales prospecting software is very reliable, adapts quickly to new LinkedIn updates, and consistently manages to stay off their radar. It also has the necessary safety mechanisms built in to make sure that you don’t get your LinkedIn account suspended. (Check out the interview with their founder on our Founder Coffee podcast when you have a chance!)

Software de llamada

RingCentral

Want strong VOIP (Voice over IP) software to place calls to sales prospects straight from your computer? Then RingCentral is what we usually recommend. It doesn’t only work well; it also offers great integration options with any other software using Zapier.

Herramientas de vídeo de ventas

Bonjoro

To say “bonjour” in a warmer way to your sales prospects, you can use Bonjoro. The handy thing about Bonjour is that you can get notified on your phone automatically when there are new people to send a video to and then immediately record and send it from your phone. That way it easily fits in your normal workflow. Want to send a “group video” to a list? That’s super easy too.

3. Herramientas para nutrir a los clientes potenciales

When you’re reaching out to sales prospects, you often find that they’re interested in what you’re offering, but it’s just not the right time or there is no burning need right now that calls them to action. As this happens so often, good nurturing of your sales prospects can make a huge difference in your sales performance.

Herramientas para campañas de correo electrónico

Salesflare

Yup, Salesflare can do this too! 😁 It can send automated emails from your mailbox (no one can tell it wasn’t you sending the email manually!) based on triggers, like when an opportunity moves to a certain stage, a tag is added, the last interaction is more than x days in the past, or any other combination of the tens of filters available. If you want to get some good inspiration on how you can use these powers effectively, make sure to watch the video at the bottom of this article. 👇 (or just watch it here!)

Customer.io

If you want to go beyond drip emails and build more complex messaging workflows, with complex filtering and with other channels like SMS and push notifications, then have a look at Customer.io. It’s not the cheapest sales prospecting software, but it’s definitely fancy stuff.

Herramientas de reorientación publicitaria

AdRoll

While you can drip emails to your prospects to entice them, you can also approach them through other channels in parallel, like ads. AdRoll allows you to “retarget” your tools across multiple media with ads, like through Facebook, Google and many other sites. You’ll be everywhere.

Software para seminarios web

Zoom

One of the best ways to nurture a prospect (it’s all about providing them value!) is inviting them to an interesting webinar. While there’s a lot of good webinar software out there, Zoom offers one of the simplest, most stable and most familiar experiences out there. Plus, it’s very affordable.

4. Herramientas de seguimiento y cierre de clientes potenciales

Got some warm prospects? Then you can’t afford to let them slip. The sales prospecting tools below will help you follow up flawlessly and eventually close that deal.

Software CRM de ventas

Salesflare

With Salesflare already appearing a bunch of times in this list, you probably got the impression that Salesflare is all about sales prospecting… while it actually started off as an intelligent CRM for small and medium-sized B2B businesses that helps you follow up much better. The CRM automatically tracks all interactions with your sales prospects and all information about your prospects by plugging into the systems you already use. Salesflare integrates very closely with Google Workspace, Microsoft Office 365 and LinkedIn. And of course it has all these neat sales prospecting tools built in. Don’t hesitate to give it a try! (it’s free for up to 30 days)

Pipedrive

When people are looking for a goodsalesCRM for their startup, they usually compare Salesflare with Pipedrive, so it’s only fair that we include them in this listing. We like how its basic platform is easy to use and really helps you keep a good view on your sales pipeline… Although we must of course stress that Pipedrive is not nearly as automated as Salesflare, doesn’t offer an email finder, no email sequences, no Chrome extension for LinkedIn, only a limited set of features in their mobile app… oh sorry, I got a little carried away here. 😬

Looking for more sales CRMs? Then check out our sales CRM comparison… or our list of lead management software. If you need a CRM for another purpose, check out these example CRM use cases. And if you’re not ready for a real one yet, check our CRM templates for Excel and Google Sheets.

Herramientas de seguimiento del correo electrónico

Salesflare

Did we already mention that Salesflare can track email opens and clicks? The tracking works in Salesflare, Gmail (personal and Google Workspace), Outlook, and of course in email sequences. Your own opens and clicks are automatically excluded. What’s more: Salesflare also offers website tracking that links up with the email click tracking and follows your prospects across your site, showing you what pages they look at and for how long. 👀

Right Inbox

Si simplemente quieres rastrear correos electrónicos en Gmail, entonces Right Inbox puede ayudarte. La extensión de Chrome integra el seguimiento de correos electrónicos en todos los correos electrónicos que envíes desde Gmail con la barra lateral activada y también te muestra todo el seguimiento directamente en Gmail. Admitimos que el plugin parece un poco anticuado, pero sigue funcionando realmente bien. Es gratuito para un máximo de 5 correos electrónicos rastreados al mes.

Want to check out more email trackers like these? We’ve compiled a detailed email tracker comparison.

Software de seguimiento de documentos

DocSend

While it seems a little weird to have prospects read your document through an online link in their browser (and you should only do this if you can get away with it), it can have one big advantage: you can see when and how long they read your document, down to the page. If you’re sending over long sales decks or proposals, this can be a gold mine.

Software de propuestas de venta

Better Proposals

If you’re still making sales proposals in PowerPoint or Word and want to upgrade to something more pretty and modern (and that looks good on small phone screens), then check out Better Proposals. This software has nailed proposal design. And it has some neat extra functionality too, like document tracking (yup!), electronic signatures and even built-in payments. (Here’s an interview with BP’s co-founder Adam on our podcast!)

5. Herramientas para integrarlo todo

¿Quiere tenerlo todo bien organizado? Puede utilizar una plataforma de prospección de ventas todo en uno como Salesflare, o puede utilizar una plataforma de integración para integrar diferentes herramientas de prospección. Y si vas muy avanzado, ¡puede que incluso necesites ambas!

Plataformas de integración

Zapier

Want to integrate different tools super easily? Zapier is the absolute easiest integration platform we know of and it also integrates with 5000+ different tools (including all the above!). You can check out some of the integration possibilities with Salesflare and a series of handy templates on this dedicated page. It has however become a little expensive lately and it isn’t the most advanced in the market, which is why we also present you to…

Make

A worthy Zapier alternative for the power user. It allows you to build slightly more advanced workflows AND it’s significantly cheaper. The cons are that it connects to less apps (1500+ at the time of writing) and is less easy to use. If you’re not afraid of discovering software however, give it a try!

Now, how to build a working B2B sales prospecting machine? ⚙️

Como puede ver, existe un increíble conjunto de herramientas de prospección de ventas B2B para ayudarle.

But how can you actually build a solid sales prospecting machine? 🤔

En la siguiente grabación de nuestro webinar con Matteo y Giacomo de ResultConsulting, te explicarán cómo funciona su probada máquina de prospección de ventas, incluyendo:

• Cómo generar sistemáticamente clientes potenciales B2B a partir de LinkedIn
• Cómo nutrir a estos clientes potenciales para convertir a más de ellos a largo plazo.
• Cómo hacer un seguimiento eficaz y cerrar acuerdos
• Y cómo duplicar su conversión de ventas mediante el seguimiento de sus métricas de ventas

The video takes about an hour, but – if you want to generate more prospects – we promise their free sales prospecting advice is 100% worth it! 🤩

Si tienes poco tiempo, aquí tienes cinco cosas que aprender de este vídeo:

1. Puede generar decenas de nuevos clientes al año con sólo 1 hora de prospección de ventas al día.
2. Cuando se ponga en contacto por primera vez con nuevos clientes potenciales, evite a toda costa intentar venderles algo (incluso evite toda insinuación de que puede estar a punto de vender algo).
3. When prospects decide to connect with you, focus on providing them a lot of value with case studies, webinars, …
4. Siga alimentando a sus clientes potenciales: la mayoría de las ventas sólo se producen después de mantener un contacto constante con las personas durante un tiempo.
5. Build a repeatable prospecting process and then massively improve it by tracking your sales metrics on your CRM’s sales dashboards.

Pero, de nuevo, para ver los ejemplos concretos y las pruebas que hay detrás de estos consejos, basta con ver el vídeo. ☝️

Found the B2B sales prospecting tool you were looking for? Awesome! Glad we could help 😀

Didn’t find the right one just yet? Reach out to us through the chat on the Salesflare homepage and we’ll try to help you out as well as we can. 🖐️

Esperamos que te haya gustado este post. Si es así, ¡difúndelo!

👉 You can follow @salesflare on Twitter, Facebook and LinkedIn.

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Jeroen Corthout

Cofundador de Salesflare

Soy cofundador de Salesflare, el CRM simple pero potente para pequeñas empresas. Me encanta el crecimiento, automatizar las ventas y crear productos hermosos.

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