The most crucial part in any sales environment is leads, whether you work for service/product based organization or working for your own business you will find a salesperson always lookout for new leads. Since I have been in B2B sales from the last seven years, I would describe some of the techniques on
How to prospect effectively in B2B Sales:
The first thing to start with is to understand you prospect data whether you have the right audience, contacts information to target. Make sure to spent enough amount of time to gather all the information about the accounts you are targeting, whether they are the right choice for the service/product you are offering or the business that you want to pitch.
You have to be consistent, that means start setting aside your time and energy to prospect each and everyday. Write a weekly plan making time to prospect everyday. It’s best to get this done the first 3–4 hours when you start you day.
If anyone tells you cold calling doesn’t work these days, asked them to build a effective sales pipeline in a time frame of 90 days and I am sure they will fail on that. No matter if we have AI or Bots will optimize our work processes, one thing that will never change is “People buy from People”
Used every method to reach out to your prospect, whether its email marketing, inbound marketing, networking, trade shows and conferences, direct mail, social networking, or referrals. You should include all of these tools in your arsenal.
Nurture your relationship over time, some of the best deals to close will take long time and you have to be consistent in nurturing these relationships and it will open new opportunity for you over time.