21+ Migliori strumenti per la prospezione delle vendite B2B [per categoria]

Il miglior software per ogni fase del processo

Cercate un software di prospezione delle vendite che vi aiuti a riempire la vostra 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. Trovare buone prospettive
  2. Raggiungere in modo efficace
  3. Coltivare le prospettive tiepide
  4. Seguire e chiudere i clienti potenziali
  5. Bonus: integrare il tutto

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

That’s what this article would look like in PowerPoint 😂

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. Strumenti per trovare buone prospettive

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.

Trova dati sui lead 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.

Trova indirizzi e-mail

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

Siete fermi al vostro strumento per le sequenze di email e al vostro CRM? Allora potete usare VoilaNorbert invece di Salesflare. La sua precisione è abbastanza simile (buona qualità!), il suo prezzo non è esorbitante e la sua ricerca è abbastanza veloce. Suggerimento: quando dite "VoilaNorbert", cercate di usare il vostro miglior accento francese. 🥐

FindThatLead

Una terza grande opzione: FindThatLead. Come Salesflare e VoilaNorbert, anche FindThatLead è dotato di una pratica barra laterale per LinkedIn. Nel complesso, le funzionalità sono relativamente simili e il prezzo è leggermente inferiore. L'unica nota dolente è che il motore di ricerca delle e-mail può impiegare molto tempo per elaborare un elenco.

Per un confronto più approfondito di questi tre strumenti, consultate questo dettagliato confronto tra i cercatori di e-mail.

Verificatori di liste e-mail

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.

Trova e-mail su 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. Strumenti per raggiungere i potenziali clienti

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.

Strumenti per la raccolta/sequenza di e-mail

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.

Strumenti di automazione dell'outreach su 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 di chiamata

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.

Strumenti video per le vendite

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. Strumenti per coltivare i potenziali clienti

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.

Strumenti per le campagne drip via e-mail

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.

Strumenti di retargeting pubblicitario

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 per webinar

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. Strumenti per seguire e chiudere i potenziali clienti

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 per le vendite

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.

Strumenti di tracciamento delle e-mail

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

Se volete semplicemente tracciare le e-mail in Gmail, Right Inbox può aiutarvi. L'estensione per Chrome integra il tracciamento delle e-mail in tutte le e-mail inviate da Gmail con la barra laterale abilitata e mostra anche tutto il tracciamento direttamente in Gmail. Ammettiamo che il plugin ha un aspetto un po' datato, ma funziona ancora molto bene. È gratuito per un massimo di 5 e-mail tracciate al mese.

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

Software di tracciamento dei documenti

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 per proposte di vendita

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. Strumenti per integrare il tutto

Volete unire tutto in modo ordinato? Potete utilizzare una piattaforma di prospezione delle vendite all-in-one come Salesflare, oppure potete utilizzare una piattaforma di integrazione per integrare diversi strumenti di prospezione. E se siete molto avanzati, potreste addirittura aver bisogno di entrambi!

Piattaforme di integrazione

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? ⚙️

Come potete vedere, esiste un'incredibile serie di strumenti di prospezione delle vendite B2B per aiutarvi.

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

Nella registrazione del nostro webinar con Matteo e Giacomo di ResultConsulting, vi spiegheranno come funziona la loro collaudata macchina di prospezione delle vendite, tra cui:

  • Come generare costantemente prospettive di vendita B2B da LinkedIn
  • Come coltivare questi prospect per convertirne di più nel lungo periodo
  • Come seguirli in modo efficace e chiudere le trattative
  • E come raddoppiare la conversione delle vendite monitorando le metriche di vendita

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! 🤩

Matteo and Giacomo of ResultConsulting explain how they generate tens of prospects per month from LinkedIn ☝️

Se avete poco tempo a disposizione, ecco cinque spunti da questo video:

  1. È possibile generare decine di nuovi clienti all'anno con una sola ora di prospezione delle vendite al giorno.
  2. Quando vi rivolgete per la prima volta a nuovi potenziali clienti, evitate di cercare di vendergli qualcosa a tutti i costi (evitate anche ogni accenno al fatto che potreste essere sul punto di vendere qualcosa).
  3. When prospects decide to connect with you, focus on providing them a lot of value with case studies, webinars, …
  4. Continuate a coltivare i vostri clienti: la maggior parte delle vendite avviene solo dopo essere rimasti in contatto con le persone per un certo periodo di tempo.
  5. Build a repeatable prospecting process and then massively improve it by tracking your sales metrics on your CRM’s sales dashboards.

Ma, ancora una volta, per gli esempi concreti e le prove di questi insegnamenti, basta guardare il video. ☝️


Domande frequenti

Che cos'è uno strumento di prospezione delle vendite?

Uno strumento di prospezione delle vendite è uno strumento, solitamente un software, che aiuta a organizzare e automatizzare la prospezione delle vendite. Può aiutare in qualsiasi parte del processo di prospezione delle vendite: trovare i potenziali clienti, contattarli, coltivarli, seguirli e chiudere le trattative di vendita.

Qual è lo strumento migliore per la prospezione?

As always, what the best tool is depends on your specific needs. If you want an all-in-one sales prospecting tool, have a look at Salesflare. It offers an email finder, LinkedIn integration, email sequences, email templates, email tracking, … inside its easy-to-use sales CRM.

What are the 5 P’s of prospecting?

The 5 P’s of prospecting according to Jim Brodo are Purpose, Preparation, Personalization, Perseverance, and Practice. These principles represent a prescribed approach towards sales prospecting. It is a reference to the 5 P’s of marketing Product, Price, Place, Promotion, and People as proposed by Jerome McCarthy and popularized by Philip Kotler. They were originally 4 P’s and the last one (People) was added in later.

Che cos'è uno strumento di prospezione B2B?

Uno strumento di prospezione B2B è uno strumento, solitamente un software, che aiuta chi vende ad altre aziende (quindi business-to-business o B2B) a organizzare e automatizzare i propri sforzi di prospezione delle vendite. Può aiutare in qualsiasi parte del processo di prospezione delle vendite: trovare potenziali clienti, contattarli, coltivarli, seguirli e chiudere le trattative di vendita.

Come si trovano i potenziali clienti per le vendite B2B?

If you’re looking for B2B sales prospects, the best place to start is your own personal network. As soon as you have figured out what specific target market responds best to your prospecting, you can use a B2B lead data tool like Adapt.io or UpLead to create a larger list of prospects. To reach out and successfully follow up and close these leads you can use a tool like Salesflare.


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. 🖐️


ottenere il CRM di Salesflare con strumenti di prospezione delle vendite integrati

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Jeroen Corthout