No more unqualified leads: methods for b2b customer prospecting

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Selling to companies is more work. It is a field that requires trust and relationships, with high ticket prices and long sales cycles. The reality of the market demands a strategy that optimizes your sales process and guides your marketing actions, and one of the pillars for success in the corporate market is prospecting B2B customers.

According to the report The B2B Future Shopper Report 2023 , by the consultancy Wunderman Thompson, 66% of business conducted in Brazil is B2B. The prospecting company Meetz estimates that the addressable prospecting market is approximately 15% of active companies in the country, or approximately 3.5 million businesses. In other words, although it requires effort and strategy, the opportunities in the segment make the dedication worthwhile.

A good solution to optimize the process is to invest in B2B customer prospecting, focusing on capturing leads through rigorous planning of segmentation, qualification and conversion of B2B leads. In the digital age, various media offer a sea of ​​opportunities to understand the pain points of your potential customers and approach them in a personalized way.

This Blogpost will be your compass on how to prospect hungary whatsapp data from company to company, exploring how to capture B2B clients and which are the best B2B prospecting tools to fit into your framework.

What is B2B customer prospecting?
B2B prospecting is one of the topics that generates the most doubts in the corporate world. Although it is widely discussed, its concept and application mechanisms are not always clear.

A function of the sales team, business prospecting usually actively seeks to capture B2B customers. In other words, they contact companies that have potential interest in purchasing their service or product.

When we are approaching B2B Leads, it is essential to keep in mind that we are talking to decision-makers, responsible for generating results for that company. Understanding your Ideal Customer Profile (ICP), in addition to a good product presentation structure, are pillars for starting a customer journey that exceeds expectations and retains the B2B lead in your portfolio. Check out more in our article that explores everything about the B2B Customer Journey.

How to get B2B clients?
First of all, you need to keep your feet on the ground and accept that there is no magic; what generates results is a defined strategy. Defining responsibilities and dividing them between the sales and marketing teams is one of the pillars of how to attract B2B customers.

However, in general, direct prospecting of B2B clients is the main responsibility of the sales team, through salespeople, pre-salespeople, superintendents, as well as managers and directors of the area. It is common in the corporate market for large contracts to be prospected through higher-ranking positions, due to the intention of establishing authority and trust at the lead's first point of contact.

The marketing department tends to take a leading role in prospecting, generating leads and qualifying contacts for the sales team, in addition to being able to provide support materials to assist the sales process.

The step-by-step guide to prospecting B2B customers
To achieve success in generating B2B leads, it is possible to combine different methodologies, working with the commercial sector for active prospecting and incubating the marketing sector to strengthen SEO, Branding and brand authority mechanisms.

However, if you want long-term results, you need to stop making assumptions. The work needs to be well-founded. So, to know where to start, or to improve your process, follow the step-by-step guide we have set out.