B2B Prospecting: Strategies and Tools to Boost Your Results
Discover best practices, concrete strategies, tools and examples to succeed in your B2B prospecting and convert more leads into customers.
When well executed, prospecting allows you to convert qualified leads into customers and strengthen your company's reputation.
Let's discover in this article the best practices for prospecting, through concrete strategies, useful tools, and examples to improve your results.
1. Segment Your Audiences: The Key to Targeted Prospecting
What is segmentation?
Segmentation involves dividing a market or target into homogeneous subgroups according to different criteria to better target your actions.
Why segment your audiences?
Effective segmentation allows you to send personalized messages to each subgroup, thus increasing your chances of conversion. The goal is to move towards hyper-personalization where each prospect is seen as unique, with their own challenges and needs.
By avoiding mass targeting, you also ensure a better image of your company with your customers.
💡 Keep in mind that on average an audience or sending list should not contain more than 200 leads - otherwise it's not segmented enough.
Example: A SaaS startup specializing in project management wants to target startup founders in France. It can segment its audience based on:
- industry (tech startups, e-commerce, etc.)
- behaviors (interest in articles about remote team management)
By dividing its target into several categories, the startup can create messages that resonate better with each segment.
Steps to Create Effectively Segmented Contact Bases
- 1.Identify your Ideal Customer Profile - ICP (if not already done)
- 2.Define segmentation criteria:
- Demographics: Age, position, seniority
- Geographic: Country, city
- Firmographic: Company size, industry
- Behavioral: Interactions with your products or content
- Intent: Are they showing interest in your solution?
- 3.Use tools to scrape and enrich your contacts: On Sales Navigator for example:
- Identify accounts (companies) that meet selection criteria
- Save the list of accounts
- Search for prospects from the saved account list
- 4.Enrich your contact databases with tools like Dropcontact, Kaspr, Hunter.io, etc, to find email or phone number
Recommended tools:
- LinkedIn Sales Navigator for identifying and segmenting accounts
- Hunter.io for finding professional emails
- Kaspr for finding phone numbers