Winning New Customers Those in the market know: B2B prospecting (business-to-business sales) is one of the biggest challenges for marketing and sales professionals.
And that’s not surprising.
Generating leads is hard
It’s also not something you can do overnight, reactively.
If you wait until your sales pipeline is empty before solution to the problem: “did they help me or just unsubscribe?” you start prospecting, you’ll end up desperate to find new leads, wasting time and energy on customers who aren’t a good fit for your solution.
The only way around this is to prospect
Your sales and marketing team should always be prospecting for new business, even when things are going well.
There are proven methods you and your team can use to attract and connect with potential customers and decision makers.
In the first episode of our podcast, MKS Agency CEO Dimitri Silva shared with journalist Bárbara Lima some of our favorite B2B prospecting strategies that will certainly help you keep your company’s cash flow growing.
If you prefer, you can find out more here or listen automated linkedin network building to the Winning New Customers recording on the main digital platforms .
Now, let’s jump into the article.
To start, we want to show you…
What is B2B prospecting?
B2B prospecting is one of the most important parts of the sales process, as it allows you to find consumers who have the best profile for each company.
It works like this: the marketing and sales departments search engine optimization united states america conduct an investigation, through which they research potential customers ( prospects ) who are previously unknown to the company. To do this, they use a series of tools, which I will discuss below.
The problem is that, in many cases, this technique is not used by the sales team. And the salesperson, focused on making a good first impression when introducing themselves or closing deals, ends up unmotivated, with few or no sales .
Do you know why this happens?
Because when it comes to selling more, making a good impression is not enough. The salesperson must implement B2B prospecting techniques to get to know the ideal customer better and seek out new consumers in order to optimize the sales process.
Even though it may seem like a waste of time at first, this strategy is a competitive advantage for any type of business. In light of this, in the following lines, we will talk about…
Why is B2B prospecting important?
B2B prospecting offers a number of benefits to Winning New Customers companies. The most notable and important is increased sales: by finding new potential customers, your revenue skyrockets.
Meanwhile, your products or services are promoted more explicitly. Creating campaigns for strangers spreads the message more than simply staying with current customers, right? The company’s brand follows the same direction and positions itself better as it becomes more well-known.
Too good, isn’t it?
It turns out that many business owners still resist the transformation of the market and, without even realizing it, leave money on the table . But, for MKS Agency CEO Dimitri Silva, there is a simple way to prevent this from happening. For him,
“ Companies must understand that without B2B prospecting, it is impossible to survive and grow in the market. The organization can even choose more traditional prospecting strategies, but it must not ‘give up’ on marketing support to achieve better results.”
Marketing helps to collect valuable information
such as the list of customers, both real and potential. And for many businesses. It is no exaggeration to say that this database is invaluable.
In fact, it makes all the difference to the sales team members.
However, increasing this amount of information through B2B prospecting requires work and effort. It is necessary to know the prospects in depth and put into practice a Winning New Customers series of techniques that we will discuss below.