Learn about the best sales techniques and tactics backed by sales professionals that you can use to close more deals this quarter.
Cold calling software are tools that support prospecting sales reps with a variety of tasks related to cold calling. The software includes tools that help you find verified phone numbers, comprehensively research your leads, make and track your calls, and, lastly, spot ways to improve your cold calling going forward. We’ve split up the 12 best cold calling tools into the four main phases of cold calling and highlighted their pricing and features.
The first step in cold calling is to find and verify your leads’ phone numbers. Lead databases like ZoomInfo or UpLead are often the best option for finding verified phone numbers for your leads in bulk including direct-dial numbers that bypass the operator. These tools also uncover other data about the lead and therefore might save you money on a data-gathering tool. A Chrome extension like RevDriver is also a viable option for finding correct phone numbers.
ZoomInfo is a subscription-based B2B intelligence tool with a massive searchable lead database containing data on over 235 million B2B professional profiles and 100 million companies worldwide. Subscribers can use the contact and company search features to find verified direct-dial phone numbers and mobile numbers for leads they want to cold call. They can also find intel like job titles, email addresses, education, and even company org charts.
ZoomInfo's pricing is listed below:
Check out some of ZoomInfo’s most powerful features:
UpLead is a subscription-based B2B prospecting tool with a large searchable database and known for its high-quality data on over 14 million companies and 85+ million contacts working at them. Users can tap into this top database to find direct-dial and mobile phone numbers of the leads they want to connect with. Armed with phone number data that is guaranteed 95% accurate and verified in real-time, sellers can confidently make calls without worrying about wrong numbers.
UpLead’s pricing is listed below:
Here are four of UpLead’s best features:
RevDriver by SalesIntel is a free Google Chrome extension that uncovers direct-dial and other phone numbers associated with LinkedIn, Twitter, Facebook, Crunchbase, and corporate website pages. From the browser tab, users simply click the RevDriver button and can see human-verified and computer-verified data. This tool is great for finding one-off phone numbers of leads while creating cold calling lists or double-verifying phone numbers from a database.
RevDriver’s pricing is listed below:
Below are RevDriver’s most impactful features:
Now that you have your leads’ phone numbers, you can start to collect some more data about them and their company, including their age, work experience, and more hard-to-get data that will help you personalize your cold calls.
For more ways to track down your lead’s phone numbers, check out our article on the top ways to find business phone numbers. In it, you’ll find other software tools like reverse email lookups as well as strategic techniques.
Cold calling software for gathering lead information refers to data enrichment tools that help you discover missing attributes and data points for your leads and their companies. That includes technographic, demographic, and firmographic information, all of which can help you better personalize your cold calls to speak to their probable circumstances, needs, and pain points. This data also helps you qualify leads, which is a vital step of the lead generation process.
Clearbit is a B2B data enrichment tool that automatically adds around 100 demographic, firmographic, and technographic attributes to every contact and account in your marketing automation platform or CRM, thereby providing you with insights into your lead. This lead gen software also updates the lead information automatically every 30 days, so you can be relatively sure that you’re operating on the right information when you use it to personalize your cold calls.
Clearbit’s pricing is tailored to a client’s specific situation:
Here are some of Clearbit’s best research features:
Datanyze’s Chrome extension reveals contact and company data associated with a lead’s LinkedIn profile or company website so that you can dive deep as you do your research. Its database is large, with data on over 120 million professionals, and it can reveal firmographic attributes like a company’s funding history, top competitors, and key products. It also tells you which technologies your lead’s company may use, making it great for tech salespeople.
Below are the pricing tiers for Datanyze:
Here are four of Datanyze’s most impactful features:
LeadGenius is a software platform that uses machine learning and a global team of data scientists to uncover hard-to-find data about leads and companies. That includes buying intent signals, firmographics, and more. Unlike similar tools, LeadGenius has a personalized web crawler that can be configured to collect data relevant to your specific ICP criteria, making it perfect for those wanting a bespoke approach to lead research automation for prospecting.
LeadGenius’s pricing tiers are listed below:
LeadGenius’s best research features are listed below:
With a bunch of intel on your leads, you can now begin using software that enables you to create call lists, place calls on from your desktop, and log them automatically.
Cold calling software with telephony capabilities refers to the software that allows sales reps to efficiently make their cold calls, log and record them, and leave voicemails. Typically, sales reps will integrate these telephony tools with their CRM software so they can access lead data relevant to the cold call and call directly from their desktop platform. Below are two telephony tools built by CRM companies and one cloud call center platform.
Salesforce’s Sales Dialer tool allows you to use telephony features directly on the CRM platform, making it perfect for those planning to use or already using Salesforce as their CRM. The tool helps you create call lists, make calls, drop voicemails, log calls, and report on those calls. Users can use the click-to-dial feature to quickly place a call by simply clicking on the telephone number on the contact’s record, and voicemail drop to automatically leave messages.
Note that Sales Dialer is an add-on to the CRM. To use it, you have to first purchase Salesforce Sales Cloud, and then buy Sales Dialer on top of it.
Below is the Salesforce Sales Cloud’s pricing:
Here are the prices for the Sales Dialer add-on:
Read about Sales Dialer’s best telephony features:
HubSpot CRM’s sales software upgrade, HubSpot Sales Hub, offers a wide range of cold calling features, from list-building and desktop dialing to automatic call logging and recording. The tool works well in tandem with the CRM’s other features, which allows you to easily prepare queues of contacts and their data for a day of cold calling. Users also enjoy the efficiency of the one-click dialer that allows them to quickly place calls from their desktop browser.
AirCall is a cloud call center platform designed for sales teams that do a lot of cold calling and want to do it more productively. Features like power dialing and one-click dialing limit downtime between calls so you can spend more time talking with leads. And integrations with CRMs like HubSpot and Salesforce allow you to surface relevant contact details and past call notes as you place your calls. The platform also has coaching features like call whispering and recording.
Check out AirCall’s pricing tiers below:
AirCall’s most powerful telephony features are listed below:
Becoming great at cold calling takes more than just making the calls. Like an athlete studying game tap, you have to analyze your cold calls to figure out what’s working and what’s not. A solid sales coaching software will help you here.
Cold calling software for analytics and coaching encompasses tools that help sales reps and managers review reps’ cold calls and discover insights that help them improve them as time goes on. They accomplish this through conversational AI, which automatically records cold calls and analyzes the conversational data within them. These tools can help reps and managers understand what topics, behaviors, and tactics lead to booked meetings.
Gong is a sales coaching platform that provides sellers and managers with a suite of tools to assess cold call performance, spot weaknesses, and replicate success. Using artificial intelligence, Gong automatically records, transcribes, and analyzes every cold call to reveal insights about what’s working and what’s not. This way, sales coaches gain visibility into the topics and behaviors that stump reps on cold calls, and can then guide them accordingly.
Gong offers customized pricing plans:
Here are some of Gong’s best features:
Revenue.io is a conversation intelligence solution built for salespeople. Its conversational intelligence feature tells you why your top performers are so successful. Coaches can take those uncovered success tactics and teach them to their other cold-calling reps. And its Moments tool even gives reps data-driven advice during live cold calls based on the data it analyzes, making it a great tool for teams that want to automate and scale their sales coaching.
Revenue.io offers customized pricing plans:
Revenue.io’s key coaching features are listed below:
Chorus.ai is a conversation intelligence tool under ZoomInfo’s umbrella that helps sales development teams understand what makes a good cold call and replicate success. Users gain helpful insights from the conversational AI, which identifies talking points that result in booked meetings. It can even surface new pain points or objections from a call, so users can learn about their individuals and average leads and refine their process, training, and cold call script accordingly.
Chorus.ai offers customized packages:
Below are some of Chorus.ai’s best features for improving cold calls:
With conversation intelligence tools, sales managers can more effectively coach their reps, and reps can more intelligently analyze their own calls for insights on how to improve. Now that you know of some great tools for each step in the cold calling process, keep reading to learn techniques that you can use to book more meetings regardless of which software you use.
Below are some cold-calling best practices to make sure you’re making the most out of your cold call software and opening as many new and promising sales opportunities as possible. These include creating a call list, planning cold calling blocks, using a cold call script, and beginning the conversations by mentioning common and relevant pain points.
Come to cold calling blocks prepared with a call list in your CRM or calling software so that you can fly through your calls and reduce downtime between each call. Have all the information you need about the lead on your desktop beforehand as well. Even better, use a power dialer that automatically calls the next number on the list after your call ends. This keeps you in the conversational flow state by removing task-switching friction, and it also saves you time.
Try to do 20-25 cold calls in a power hour so you can enter and stay in the right cold-calling mentality. Do nothing but cold call. After a few wins, you’ll find yourself feeling more confident, and that will make your next calls more effective. When you stop calling, you lose all of your momentum, then when you return for your next cold calls, you’ll start from a cold state of mind. It’s like subbing out a basketball player right when they get hot.
Write a cold call script that you can alter slightly for each lead based on their unique situation and probable pain points. When you reuse and memorize a script, you become a master at the language, and this confidence will show in the tone of your voice. Plus, when you can start each call in pretty much the same way, you save time because you don’t have to think of an opener for every new cold call.
After initial greetings, bring up some pain points that you believe will be relevant to the lead based on the information you’ve gathered about them. Consider using your conversational intelligence or coaching software to figure out which pain points most frequently result in booked meetings. This intel will help you refine your approach and call script.
Cold calling software alone is never going to help you blow past your quota. You have to master the fundamentals of cold calling first, and use the software to make the fundamental skills go further, not as a substitute for them.
Cold calling software is any tool that streamlines or enhances an aspect of cold calling. Typically, users build a tech stack that covers the four parts of the process: finding phone numbers, gathering lead intel, placing and logging calls, and coaching reps. Sometimes this means using two wide-reaching tools. Other times, users will use four point solutions. As long as all four bases are covered, you set yourself up for productive and effective cold calling.