Step 2: Consider How You Want to Find Prospects
You’ll need dependable lead sources to identify new consumers. These are directories, websites, and other resources that may give correct prospect information. Here are a few ways that you can fit prospects to implement into your sales pipeline:
Job Listings
When a business recruits for a certain function, it indicates that it wants to devote more time and focus to that area. For example, if you’re trying to recruit new loan officers or real estate agents, you should examine new technology, tools, and services to help them in that role. You may find listings that match your consumer persona job titles by exploring employment sites like Indeed and Glassdoor.
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Industry-Related Groups
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Trade shows and industry groups are both excellent places to locate prospects that fit your ideal customer profile (ICP). On their websites, most industry organizations mention their members or member firms. These directories might be an excellent source for new customers. Partner organizations, authors, and other listings may also contain leads for new prospects.
Sales Tools and Technologies
While the methods described above are beneficial, manually gathering and analyzing prospects may be time-consuming. Luckily, you can use an efficient prospecting CRM tool to expedite the process. For example, some systems enable you to acquire high-quality prospect data based on parameters such as job title, firm size, geography, and industry without leaving your CRM. Using these technologies, your sales team can quickly gather contact information, compose and send a fresh tailored email, and build and automate follow-up activities.
Outsourced Data Vendors
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If you want, you may start from scratch with your prospecting database. Following some of the above-mentioned tactics, such as scanning LinkedIn profiles or dedicating some time on Google, is a good place to start. However, it’s also worth considering purchasing a prospect mailing list from an outsourced data vendor. Purchasing a B2B database from a reputable data source offers you an advantage in the lead generation process because you’ll have a pre-arranged list of businesses, so you can begin investigating, pre-qualifying, and ranking them based on your sales and marketing qualifiers.
Here are a few of the best prospecting tools we suggest that sales teams use for their strategic prospecting efforts:
- ZoomInfo
- D&B Hoovers
- Cognism
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