Methods to Identify and Build Contact List For your Business - B2B Prospecting

The B2B sales environment has got a cut-throat competition. The sales reps of different companies at a constant fight with the clock to hit quotas. After all, sales are what keeps business alive. To stay ahead in the competition, firms need to reach out to leads, qualify them, and turn them into customers.

Prospecting plays a vital part in the sales process. It is a time and effort consuming process which makes it challenging for sales reps. That's why you might need helping had with your prospecting process. Read the article below to know more about B2B prospecting methods.

What is B2B Prospecting?

B2B prospecting is one of the essential stages of the sales process. It is with prospecting that you search for new clients or customers and nurture them. Thus, the sole aim of B2B prospecting is to identify and nurture target prospects and then move them into your sales funnel.

Prospecting has got a close relation to lead generation. With B2B prospecting strategies, you generate leads and then go on to qualify those leads. In simple words, you identify them as a perfect fit for your company's buyer persona and then interact with them to take them a step ahead on the verge of becoming your customers in real-time.

How to Identify Target Prospects?

The prospecting process varies depending on the B2B prospecting method of different companies. The stages involved in identifying target prospects are-

Researching leads- In this stage, the sales reps of the company look for potential customers. They then find information about the prospects to see if they could provide firm business in real-time. The stage involves checking that the target prospects meet specific criteria, associated with your company's target buyer persona.

Connecting- The steps involve making contact with the target prospects. In the B2B prospecting, the stage usually consists of contacting a gatekeeper. Here, gatekeepers are the reps of the target prospects of your company. It would be best if you spoke to them before reaching the decision-makers.

Qualifying- By making contact with the prospects personally, the sales reps measure their potential. They look if the target prospects are good candidates to become customers. This can be done by knowing the prospects' needs, which allows you to identify their pain points. This is the biggest problem that needs a solution. If the answer can be provided by the products that reps are selling, then the prospects are sales qualified.

The sales process is over once you are done with finding, nurturing, and qualifying the target prospects. The next step involves the sales reps to makes sales from the prospects.

Three best practices in B2B sales prospecting

Here are 3 best b2b prospecting methods that would bring quality sales to your business in 2020.

Email

The businesses thinking email as an unfit tool for b2b prospecting strategy in the sales process are wrong. It is one of the most effective b2b prospective strategies, as there is a large number who prefer to be contacted by emails.

With the evolution of email prospecting, personalized emails have gained popularity. Sending target prospects, a customized email resulted in 26% higher open rates than the mass emails. To use email as an effective b2b prospective strategy, make sure that your content is personalized and meets the desires and needs of the prospects. You need to win them with your knowledge of their company or industry. Also, make sure the content is precisely curated for a particular prospect.

Webinars

With webinars, you can bring more qualified leads to your sales funnel. This b2b prospecting strategy is so popular that about 73% of b2b marketer uses them to curate high-quality leads.

For adequately using webinars in your favor, make sure the topic of your webinar is associated with the needs of the target prospects. Also, try to show the delicate details of your product and how your product is the solution to their problems.

Cold Call

It is one of the most useful b2b prospecting methods. For using cold calls in your favor, make sure you are empathetic with the desires of your customers and are offering them the solution. Don't use a prepared script. Instead, by adding a personal touch with every call, make your prospects feel they are the most critical entity for you.

There are other b2b prospecting strategies, too, that would help you with your b2b marketing. You can choose the strategy that best suits your business.

Understanding Buyers Persona

Understanding your buyer's Persona is a critical part of the B2B sales process. A buyer's Persona varies from business to business and is an essential element in understanding the process of acquiring more potential customers.

Your ultimate goal should be to build a mutual agreement and create a working relationship that would benefit everyone involved in the sales process. Here is a guide to help you master the necessary sales skill-

Identify potential buyers and find what motivates him

Before reaching out to sales, at the prospect is essential that you identify who your buyers are and what influences their decision-making process. Understand their organization structure and the possible changes within the market.

For industries, see how long they have been operating and find more about them through their website and social profiles.

Reach out to multiple decision-makers

Try reaching out to more than one decision-maker at a time while selling two more substantial companies. Generally, the sales process needs to be warmed up, and you don't always know who is going to take the deal. So, to manage your time, you can multi-thread your way into an organization.

Use social media

Research the structure of the organization and decision-makers on LinkedIn by searching for relevant job titles, locations of keywords. Once you are done with the identification process of your buyer personas and the groups associated with them, you can now focus on real-time sales needs.

By understanding your buyer's Persona, you can kick start your sales into high gear. With the use of website analytic tools, you can also prioritize your sales outreach to buyer personas who are interested in your product or services.

How AverickMedia Help to Build Contact List?

AverickMedia is an AI-powered marketing solution that automates and accelerates your lead generation process to sales funnel. They serve as a one-stop platform for all your needs of B2B business email list management.

1. With an AverickMedia, you get in touch with over 200 million contacts across the globe.
2. You receive 95% accurate data powered by their AI-powered engine, which filters and removes any obsolete data and keeps the B2B email list fresh.
3. Their Business Executive lists are available to select by sorting on regions, job roles, or industries.
4. With their conference attendee data, you can prep in advance.
5. The automated sales sequence gets triggered at the right time of sales prospecting. This would help you with conducting more meetings and participate in more interaction.

In short, AverickMedia simplifies your work of finding and connecting with the decision-makers, conducting meetings with them, and finalizing the purchase. It does not matter if you are a newbie or an expert, so the AverickMedia is there to help you boost your insights.

Conclusion:

B2B sales prospecting processes not necessarily have to be difficult and tedious. With the above mentioned b2b sales prospecting methods, you would be able to identify target prospects and would lead them to sales funnel effectively.