Here are the prospecting tools that actually reduce workload and deliver results. Our sales team uses them daily.
We’ve compiled a list of must-have tools for B2B prospecting. These are tools used and loved by our very own UserGems sales team!
Below, you'll find a breakdown of each tool, its key features, and how our sales team uses it.
What is a prospecting toolkit?
A prospecting toolkit is a collection of apps and software platforms that help sales teams automate prospecting, outreach, and deal closure.
Prospecting tools help sales teams automate time-intensive tasks like finding accurate contact data or tracking job changes. For example, combing through the internet to find accurate contact data or tracking when your prospects change jobs.
The right prospecting toolkit helps you target ideal customer profiles, personalize outreach, and improve win rates.
How your team benefits from a sales toolkit
Gives you a competitive advantage
Identifies high-quality prospects
Automates processes to save time
Helps personalize your sales outreach
Improves overall team efficiency
Our definitive tools list to add to your prospecting toolkit
Here are 8 B2B sales tools our sales team can’t do without.
Our sales team uses these tools daily. Some are non-negotiable parts of their workflow. Let’s take a look at their favorites:
1. UserGems
We're first on the list for a reason.
UserGems is a sales intelligence tool that tracks buyer signals often overlooked by sales teams, like when prospects, former customers, and champions change jobs. UserGems helps you track unique data that are often overlooked by sales teams — such as when prospects, former customers, and champions change jobs.
“UserGems drives measurable pipeline and revenue by helping you act on high-intent buyer signals,” says Adam D’Angelo, SVP of Sales & Customer Success at UserGems. “Demand generation teams who don't have a campaign line item related to the pipeline from user champions are missing out on a huge component of pipeline generation. UserGems solves for this.”
How our ADRs & AEs use UserGems
UserGems helps our team to:
Fill their pipeline with qualified warm leads
Automate finding contacts and identifying buyers
Scale their targeted outreach by sales multithreading
Track job changes and champion movement
Why we love it
“I'm biased here ;) but I absolutely love UserGems. Just a hunch: Every rep (in the world) can agree that the best folks to talk to are the ones who already know and love your product. ADRs spend most of our days figuring out who's an interested buyer.
The tough part is only 3-5% of the market is ready to evaluate/purchase. UserGems makes it easy to identify those ready-to-buy prospects. Also, the automation handles all research and data entry tasks. It's a strange feeling to have clean, deliverable email lists.”
Taylor Vo, Senior ADR, UserGems
2. Cabal
Cabal is a private workspace for founders that helps them leverage relationships with investors and supporters to reach more prospects and grow their business. Word of mouth is one of the most effective conversion channels. A trusted referral accelerates deal velocity compared to cold outreach.
How our ADRs & AEs use Cabal
Cabal is a great way for you to:
Get a warm introduction
Bypass bottlenecks in the sales process
Accelerate conversations and deals
Why we love it
“Cabal is the best way to turn the founder network into revenue.”
Adam D’Angelo, SVP of Sales and Customer Success, UserGems
3. Outreach
Outreach is a sales engagement platform that facilitates targeted messaging for prospects.
Outreach helps you create multi-touch messaging workflows that move prospects through the buying process. Adam D’Angelo describes this as “an absolute necessity, the engine for sales activity.”
How our ADRs use Outreach
Taylor Vo considers Outreach a must-have in your sales toolkit. Here are three ways she uses it in her day-to-day activities as an ADR:
Sequences: “Adding variables to personalize your outreach is very helpful, so you don't have to type out names, companies, or job titles manually. Most sequencing tools get a bad reputation, but true personalization requires thoughtful manual research beyond simple variables. We throw in manual variables on Outreach. For example, there are areas in our sequence where we can plug in research we've found about a company or prospect for hyper-personalization.”
Triggers: “You can automatically create a call task for a prospect once someone clicks/opens your emails X+ amount of times.”
**360 view of upcoming tasks*:***“Visually seeing a breakdown of my tasks for the week helps me better organize and manage my time.”
Why we love it
“Outreach makes it easy to filter tasks and prospects, create follow-ups, and book meetings. It syncs well with Salesforce, and templates/sequences are [great] for outreach. I like that you can see the analytics on email opens/ reply rates etc. I use it to create follow-up tasks on prospects to stay organized and know when I need to reach out.”
Collin Brady, Senior ADR, UserGems
4. Superhuman
Superhuman helps you manage inbox overload. Superhuman helps you get your inbox under control. “I just started using it three days ago, and I'll never go back,” says Adam D’Angelo.
How our ADRs & AEs use Superhuman
Our sales team uses Superhuman to:
Create an organized and clutter-free inbox
Segment emails
Stay on track with conversations
Why we have it in our prospecting toolkit
“To be honest, My personal inbox is a mess, but with SuperHuman my work inox is squeaky clean. Superhuman makes email management efficient and even enjoyable. I clear my inbox morning and night. Currently on a 14-week Inbox Zero streak.”
Taylor Vo, Senior ADR, UserGems
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5. LeanData
LeanData helps you assign leads to sales reps automatically and match qualified accounts to the right reps. As a result, the lead response time is shortened, which results in more conversations allowing you to close deals faster.
How our sales team uses LeanData
LeanData helps reduce lead response time by automatically assigning reps to best-fit accounts.
Why we love it
“LeanData is the industry standard for lead routing. LeanData is the only tool I trust for this mission-critical workflow.”
Adam D’Angelo, SVP of Sales & Customer Success at UserGems
6. Scratchpad
ScratchPad is a digital memo/notepad for Salesforce. It allows you to document the most up-to-date information you have on an account, their progress, and other relevant prospect data.
“It’s the most effective way to eliminate rep administrative work and ensure manual opportunity data collection,” says Adam D’Angelo.
How our ADRs & AEs use Scratchpad
The team uses Scratchpad to:
Take notes
Collect and maintain clean customer records
Why we love it
“I love Scratchpad as it helps me take notes and not have to go to tons of tabs.”
Leah Fraser, UserGems, Senior ADR
“Scratchpad is the GOAT. It seriously has changed my workflow, and it's another product that has made me more efficient in all things relating to pipeline management. I'll REVOLT if, for some reason, I lose access to Scratchpad. I spend most of my time in Scratchpad instead of SFDC these days. AEs, CSM, SDRs: check them out!”
Blaise Bevilacqua, Enterprise Account Executive, UserGems
7. Vidyard
Video performs 24% better than other marketing formats on websites, landing pages, and ad campaigns, according to HubSpot.
Vidyard is a video prospecting tool that sales reps can use to create personalized videos for potential customers. These videos help to educate prospects on the value of your product and answer any questions they have.
Or you can be like Taylor Vo and use the Custom CTA feature to add relevant links at the end of your videos.
How the team rocks the sales process with Vidyard
Our team (primarily the ADRs) use Vidyard to:
Create quick videos for sales enablement content
Humanize outreach by showing prospects the people behind a brand
Embed custom CTAs at the end of their videos for faster conversion
Track when a prospect has seen a video
Why we love it
“I’m a huge fan! It’s so easy to create quick videos to share, and I love that it integrates directly with Gmail/Outreach. My favorite feature is the Custom CTA, where I can share relevant links at the end of my videos.”
Taylor Vo, Senior ADR, UserGems
8. ConnectandSell
ConnectandSell is a sales tool that sales reps use to scale outbound calling. If you want to increase the volume of calls you and your sales team make, this is the tool for you.
How our sales team uses ConnectandSell
ConnectandSell is an awesome way to:
Scale outbound calling
Take advantage of auto-dialing
Track outbound calls
Why we have it in our sales toolkit
“ConnectAndSell is power dialing magic. I wish I had this product back when I was an SDR in 2017. I still feel the pain of dialing one number after the next. With C&S you could rip through 100 calls in 25 minutes. True efficiency and one of my faves.”
Blaise Bevilacqua, Enterprise Account Executive, UserGems
Work faster and smarter with the right prospecting toolkit
The right tools reduce manual work and help you focus on high-value activities.
Use these tools to generate more prospects, close more deals, and work more efficiently.
Why UserGems
UserGems helps companies generate more revenue by combining relationship data with trigger events to surface the most relevant buyers for each company. With UserGems, our customers accelerate their sales pipeline and win more often.
