5 Best Outreach Sales Tools That Drive Results

If you're a salesperson trying to find new customers in a sea of people, it can feel the same way.

Approaching new prospects, getting them interested in your product or service, and convincing them to buy is often a difficult process, especially if you don't have the proper support and tools backing you up.

That's where sales outreach comes in. When you take the time to gather resources, develop strategies, and optimize techniques for bringing in new customers, then your job suddenly becomes easier.

Well, at least for the first step, which is bringing in new customers. The actual selling part is still there.

At this point, you're probably wondering what types of outreach sales tools are out there, how they can help you sell, and maybe just want some tips on how to do sales outreach more effectively.

We've got you.

Let's get straight into the world of sales outreach!

What are Outreach Sales?

In sales, you often have to find your customers rather than wait for them to come to you. The process and techniques you use to find potential customers, engage with them, and convince them to ultimately become one of your customers are called sales outreach.

Using the right blend of outreach sales strategy, supported by sales prospecting technology and an alignment between your sales and marketing departments is the key to great sales outreach.

If your sales outreach is done correctly, then you'll not only improve sales for your company, but you'll increase brand awareness, salesperson productivity, and customer satisfaction.

What is Inbound Versus Outbound Sales Outreach?

The main difference between outbound and inbound sales outreach is rooted in how prospects are captured.

With outbound sales, prospects are highly targeted and well-researched and determined to be high-quality leads. However, just because a lead is high quality and seems to fit well to be a paying customer doesn't necessarily mean you'll be able to win the sale easily. The prospect might not be in the market for your product or service at the moment, or they may have just purchased the solution you're offering from a different company. One way to use outbound sales is for testing a new market to see whether there are viable business opportunities.

Inbound sales are a bit different, in that with inbound you're often casting a wide net to land a larger number of prospects. There's some targeting here based on demographics, personas, and market research, but the reach is wider and therefore captures a wider audience than outbound. An example of inbound marketing is creating content that can be used in a variety of ways to capture audiences, like blogs, social media posts, and more.

Types of Outreach Sales Tools

There are tons of different tactics that salespeople use to prospect new customers. Think of it like you're digging for gems in an underground mine. While you're surrounded by rock, you have tools available to you that help you figure out where the gems might be.

The same goes for prospecting: an outreach CRM, like Ringy, calling tools (such as click-to-call, a power dialer, and more), and marketing lead generation, including sales email, are all examples of sales outreach tools that assist salespeople like you in gaining new customers.

1. Email Outreach Tools

Email outreach is one of the most effective methods for sales prospecting and nurturing leads. These tools help automate email campaigns while maintaining a personalized touch.

• Automate cold emailing and follow-ups: Email outreach tools allow sales teams to schedule automated email sequences, ensuring consistent follow-ups without manual effort.
• Personalization features and email tracking: Advanced tools provide dynamic fields for personalization, A/B testing, and real-time tracking to measure open and response rates.

2. Sales Engagement Platforms

Sales engagement platforms offer a multi-channel approach to outreach, helping sales teams connect with prospects through different communication methods.

• Multi-channel outreach (email, calls, LinkedIn, SMS): These platforms support multiple communication channels, enabling sales reps to engage prospects through their preferred medium.
• Automated sequencing and workflow management: Users can create outreach sequences that automatically move prospects through different engagement stages based on their responses.

3. CRM-Based Sales Outreach Tools

Customer Relationship Management (CRM) tools with outreach capabilities help businesses manage leads and track interactions efficiently.

• Integrated lead management and contact tracking: These tools centralize all lead interactions, making it easier to monitor conversations and maintain engagement.
• Automated follow-ups and pipeline management: CRM-based sales outreach tools allow for task automation, ensuring no lead falls through the cracks.

4. Social Selling & LinkedIn Outreach Tools

Social selling tools focus on leveraging platforms like LinkedIn to build relationships and generate leads.

• Prospecting and outreach via LinkedIn: These tools help sales professionals find potential leads, engage with them, and initiate meaningful conversations.
• Automation for connection requests and follow-ups: Sales teams can automate connection requests, message sequences, and follow-ups to scale their outreach efforts effectively.

5. Cold Calling & VoIP Dialer Tools

You'd be forgiven for thinking that using the phone to reach prospects is somewhat of a dated sales technique — after all, when was the last time you answered the phone when an unknown number showed up on the screen?

However, there's evidence to suggest that there's still a place for cold calling in sales and that most cold calls can be improved by using the correct ratio of doing prior research, timing, active listening, and more.

But before you can make effective sales calls, you need the right tools to do so. Ringy provides extensive calling features built into the outreach CRM, such as:

• Cloud VoIP. Back in the day, companies had to rely on expensive phone hardware installations to provide their office with reliable phone systems. These days, calls can be made over the internet, with no additional hardware required (save for a headset with a microphone and a computer — which we assume most people have). Ringy has cloud VoIP built into the outreach CRM, reducing the amount of software you need to install.
• Mobile VoIP. Salespeople are often out of the office, whether it's visiting clients onsite or working remotely. Mobile VoIP supports flexible work by allowing the salesperson to answer calls, respond to emails, and have access to nearly the full CRM experience right from their phone.
• Click-to-call. Manually dialing numbers can be a drag, especially when you've got a list that consists of hundreds of numbers. Click-to-call solves that by moving through each phone number on a list, dialing the next number automatically when the person before doesn't answer or your conversation concludes.
• Power dialer. Nothing beats having some sort of automation to incoming calls to make the lives of salespeople and customer support agents easier. Various dialers, such as a power dialer, use preset rules to automatically route calls to agents in an efficient manner.
• Phone tracking software. Being able to listen to a client's call after the fact is not only great for performance tracking and training, it's also a way to glean valuable insights into the customer's wants, needs, and pain points that you may have missed during the live conversation. These insights can be used to more effectively sell and market your product or service to the customer.

6. SMS & Text Message Outreach Tools

Text messaging is a highly effective outreach method due to its high open rates and quick response times.

• Personalized text messaging campaigns for sales: These tools enable one-on-one messaging and mass campaigns while maintaining personalization.
• Automated drip campaigns and response tracking: SMS tools offer automation for follow-ups, ensuring timely responses and engagement tracking.

7. AI-Powered Sales Outreach Tools

AI-driven sales tools enhance efficiency by automating conversations and providing actionable insights.

• AI-driven chatbots and lead qualification: AI-powered chatbots handle initial outreach, qualify leads, and direct them to sales reps when necessary.
• Predictive analytics for outreach optimization: AI tools analyze past interactions to suggest the best time, channel, and messaging for future outreach.

8. Sales Automation & Workflow Integration Tools

Integrating multiple sales tools into a unified workflow enhances efficiency and reduces manual tasks.

• Integration with multiple outreach channels: These tools connect email, phone, SMS, CRM, and social media to create a seamless outreach process.
• Automated workflows for efficiency: Sales teams can set up automation rules that trigger actions based on lead behavior, reducing manual work and improving productivity.

Choosing the Right Sales Outreach Tool for Your Business

Selecting the right outreach sales tool requires careful consideration of various factors. The effectiveness of a tool depends on how well it aligns with your business needs, budget, and sales strategy.

Factors to Consider: Business Size, Budget, and Sales Strategy

Here are the main factors to consider:

How to Integrate Multiple Tools for a Seamless Workflow

To maximize efficiency, businesses should integrate multiple outreach sales tools into a unified workflow.

1. Centralized Data Management: Using a CRM-based outreach sales tool ensures that lead data, conversations, and follow-ups remain organized in one place.
2. Automation Between Tools: Sales automation platforms can sync emails, calls, SMS, and LinkedIn outreach, reducing manual tasks and improving response times.
3. API and Third-Party Integrations: Many outreach sales engagement platforms offer integrations with CRM, VoIP dialers, and email automation tools for a seamless experience.

Testing and Evaluating Tools Before Full Adoption

Before committing to a sales outreach tool, businesses should conduct thorough testing to ensure it meets their needs.

1. Free Trials and Demos: Most tools offer free trials, allowing sales teams to test features before making a purchase.
2. A/B Testing and Performance Analysis: Running pilot campaigns can help determine the effectiveness of outreach automation and engagement features.
3. User Feedback and Scalability: Gathering feedback from sales reps ensures that the tool is user-friendly and can scale as the business grows.

Understanding Outreach Sales Automation

A big part of effective sales is outreach sales automation. Essentially, you're taking aspects of your sales process, such as contact management, lead management, your sales pipeline, and more, and automating it to save time and provide quicker and more efficient sales and customer service. In other words, shipping confirmations, appointment reminders, empty cart notifications, and more can be automated to trigger when the customer completes certain actions instead of a salesperson having to send communications out manually.

The main purpose of outreach sales automation is to reduce the administrative tasks that take up a lot of salespeople's time and allow them to focus more of their time on what they do best: selling.

Reaching customers effectively is often tied closely to marketing efforts. SMS marketing, email marketing, social media marketing, lead generation through organic and paid search, and more are all ways that marketers gather leads for the sales team.

When someone fills out a form on your website, marketing automation means that a message is sent to them instantaneously with more information. As well, most online lead generation forms have SMS opt-in as an option, giving marketing even more ways to connect with prospects.

Online lead gen forms can also send customers directly to the sales team. For instance, if a customer requests a demo, oftentimes the lead gen form will be synced with a calendar to allow them to directly book a demo time with a salesperson.

To summarize, this table demonstrates how outreach sales automation and marketing automation work together:

5 Sales Outreach Tips

As an essential part of any customer acquisition strategy, sales outreach should be performed by salespeople on a regular basis. Some companies instruct salespeople to dedicate an hour or two each day to sales outreach, while others space it out more, like once a week or a few times a month.

Here are some effective outreach sales tips that you can implement to improve your prospecting strategies:

1. Create and Focus on Personas

Customer personas help you not only imagine your ideal customers but also help you determine how to reach those customers online and offline.

Typically, companies will create several customer personas to represent the ideal customer that would like to purchase one specific product or service, or a variety of products and services.

These personas are usually optimized over time using actual customer data to help paint the most accurate picture of your customer.

2. Use Personalized Messaging

Have you ever opened an email just to start reading another boilerplate message about whatever product or service? If you have, it's safe to say that you closed that email immediately after a few seconds and went on with your day.

Personalized messaging has been making changes in the way sales are performed. Instead of static messages, salespeople are taking advantage of the data that personalization provides to capture the attention of leads and more effectively build relationships with clients.

3. Take Advantage of Sales Outreach Automations

There are a ton of sales outreach automation tools out there, all with the aim of making the lives of salespeople easier by reducing administrative tasks and helping them keep in touch with their clients and prospects.

The main way that you can automate sales outreach is by determining different ways that you can take advantage of your outreach CRM's capabilities to set up automatic outreach.

For example, let's say you have a list of 100 leads. Sending them all an introduction email might not seem that bad, but what about the inevitable follow-up? After all, it often takes 3-8 touches to get a response from a lead!

With outreach sales, you can schedule an automatic follow-up email to be sent to non-responsive leads in 15 to 30 days. Or, if a lead does respond, have them flagged so a salesperson can contact them again as quickly as possible.

4. Use Your Outreach CRM to Keep Track of Customer Information

The worst way to go into a sales conversation with a potential customer is to not be prepared. But if you're not taking advantage of your CRM and recording customer information, then you might find unprepared sales calls happening to you.

Ringy, for instance, offers call recording and the ability to leave notes on client accounts, making it easier to prepare yourself for every sales call and impress your customers.

5. Dedicate Time to Sales Outreach

Finally, it's important to dedicate time to sales outreach. Don't make the mistake of letting marketing handle 100% of the lead generation. Instead, salespeople should dedicate some time to sales outreach in order to reach as many potential customers as possible.

Conclusion

Customers don't just appear out of thin air. Companies have to work hard to target the right customer audiences and understand who is the most likely to buy their product or service.

Sales outreach is an important part of any sales team's customer acquisition strategy. While marketing often does quite a bit of work gathering leads, sales shouldn't forget to do their own lead prospecting to fill in the gaps. Sales prospecting also works to gather more quality incoming leads than marketing may find on their own.

If you're interested in supporting your sales outreach with a comprehensive, communication-focused CRM, then be sure to book a demo with Ringy today. We'll show you how our software works to support your company's outreach sales strategy.