Whether beginner or expert in the field of B2B prospecting, everyone can make mistakes as long as they know in advance what they should avoid. Very lucrative if the right methods are adopted, B2B prospecting is also known to be a more complex discipline due to the fact that it involves several decision-makers.
In this article, we will tell you the missteps not to make in your prospecting process in order to optimize your lead generation techniques, expand your customer base and thus boost your turnover.
1 – Always put forward your offer instead of carefully studying your prospects
Research on your prospects is a crucial step in prospecting. The goal is not to impose any authority with regard to your hearing. The mechanism must be a win-win partnership .
In other words, when you have more information about your targets (their identity, their problems and interests, etc.) you will be able to show them empathy and then offer them relevant solutions so that they resolve their problematic. They will therefore be more inclined to choose your services.
2 – Not defining or updating your buyer personas
Without knowing your typical buyer profile, your prospecting will lead to nothing. Let's take an example, your services are particularly intended for companies operating in construction with a rather high income. What is the point of prospecting towards textile companies whose income will not allow them to access your services? It will just be a waste of time and resources.
Also, the purchasing behavior of prospects evolves over time. Therefore, you should not be satisfied with a buyer persona profile established 5 years ago, for example. Remember that the visions and needs of your potential buyers change over the years.
3 – Deploy cold calls
Cold calling involves calling people who have not shown any interest in a company's services. Cold calling is less effective in prospecting and is very little appreciated by prospects . Put yourself in their place! Who likes to be bothered only to hear about sales pitches for a solution you may not need? We'll let you answer that.
4 – Focus only on one and the same prospecting channel
Some companies are used to prospecting only on the same channel. But the error is to trust a single channel, because with the evolution of digital, your potential customers are everywhere on the web. To ensure the success of your prospecting, always bet on the multichannel (emailing, social networks, etc.). Trick ! Linkedin and Twitter are the most conclusive social platforms to prospect in B2B. Facebook can also be used, but certain rules must be well respected.
5 – Only approach top managers
In B2B, sales teams tend to only deploy an approach towards top decision-makers. But the fact is that decision-making is the responsibility of several people (4 to 5 on average) within a company. Anyone likely to be involved in the purchasing decision must then be approached, including the top manager.
6 – Failing to personalize your content according to the needs of your leads
Personalized content is essential to stand out from your competition and especially to meet the needs of your prospects. B2B buyers can be very demanding. They often look for a most perfect and tailor-made solution, which is adapted to their issues.
Avoid at all costs to offer the same ordinary content, intended for all your prospects. Personalize each proposal according to the characteristics and needs of each lead. Prospecting en masse or blind will certainly not be beneficial to you.
READ ALSO: The Key to Effective Commercial Prospecting
7 – Not choosing the right time to contact and follow up with leads
Tell yourself that your leads themselves have tasks and challenges to master. Purchasing your solution may not be a priority activity on their to-do list.
Therefore, your approach must be established at the right time so as not to rush them into their purchasing decision at the risk of jeopardizing all your previous efforts and thus reducing your chances of closing a sale to them.
The follow-up is an important step ( 80% of sales are only concluded from the 6th contact) . So, be meticulous and organized to succeed.
8 – Seeking to conclude a deal too hastily
Pressing your lead to buy your solution is not a good idea. You have to take the time to give them value so that they feel confident with your brand. Admittedly, the main objective of a prospecting is to generate leads and then sell to them, but the construction of a relationship is also essential.
Sometimes, sales teams forget this detail with really significant impacts. It is better to establish a lasting relationship with your potential customers rather than one that is quickly forgotten.
9 – Let go of acquired customers
Customers already acquired are the perfect ambassadors for your brand. In no case should you take them for granted and no longer take care of the already established relationship. Moreover, it is wise to include them in your prospecting efforts by using references.
Prospects are more convinced by recommendations from satisfied customers rather than long speeches from your sales team. Think about this.
10 – Not using a CRM
A CRM (Customer Relationship Management) is really useful for B2B prospecting. Simply be sure to integrate all your leads into the tool to have perfect control of the actions to be done. To do this, use a quality data .
In addition to adapting the right techniques, to succeed in B2B prospecting , you really need to avoid making these mistakes. The more you respect the rules, the more successful you will be in developing your business.
10 mistakes to absolutely avoid in B2B commercial prospecting
Expert references and credible studies
Studies and data
An analysis of Salesforce Research (2023) reveals that 58% of B2B prospects interrupt the purchasing process when communication is too generic. Read the study
The Harvard Business Review (2024) underlines that companies lose an average of 27% of their commercial pipeline due to an insufficient qualification of leads. Consult the article
Recognized experts
Jill Konrath, author of "Selling to Big Companies", explains: "Effective B2B prospecting begins with in -depth research on the prospect, not with a sales script. » See your analysis
Mark Roberge, former Hubspot CRO, specifies: “Sending generic mass emails is the best way to ruin your reputation in B2B. » Read his post LinkedIn
Direct testimonies
- “After having personalized our approaches, our response rate increased from 2% to 12% in 3 months. " - Pierre D., Commercial Director Tech Complete Testimony
- “We lost a € 250K contract because of poor preparation before the first call. " - Sophie M., Key Account Manager Post Medium
User experiences
- “Using obsolete data made us lose 3 weeks of work on a prospect who had already signed with a competitor. - Anonymous testimony on Glassdoor
- “Our team has doubled their qualified appointments by stopping cold calls without context. » - Alex T., startup Founder Twitter Thread
Case studies
- Hubspot : After having segmented his prospecting by industry, HubSpot increased his conversion rate by 65%. Study box
- Zendesk : The company has reduced its prospecting time by 40% thanks to better initial qualification. Analysis
Stories and anecdotes
- A salesperson has won a key account by sending a 30 -second personalized video rather than a standard email. See history
- A company lost 6 months on a false prospect because it had not verified the decision -making power of its interlocutor. Full story
B2B prospecting segmentation
| Segmentation type | Application | Recommended tool |
|---|---|---|
| By industry | Adapt the speech to the sectoral challenges | LinkedIn Sales Navigator |
| Behavioral | Target according to digital commitment | HubSpot Sequences |
| Company size (VSE/SME/ETI) | Differentiated approach according to resources | ZoomInfo |
| By stage of the purchase cycle | Message adapted to the maturity of the prospect | Salesforce CRM |
Diagram : [Ideal segmentation process] Research → Qualification → Personalization → Monitoring
Questions/Answers
What is the most common error in B2B prospecting?
The massive sending of identical messages without personalization, according to a study by Rain Group (2023).
How to check the quality of a lead B2B?
Cross 3 sources: Linkedin profile, corporate site and tools like Clearbit.
Should we favor email or phone?
Both: 72% of prospects better respond to a combination of the two channels (DataBox 2024).
What is the average response rate in B2B?
Between 1% and 5% for cold emails, up to 30% for hyper-personalized approaches.
How to manage current objections?
Prepare specific responses for the 5 main objections in your sector.
What tool to automate prospecting?
Salesloft or Outreach for Sequences, always with a personalized touch.
How many reminders do?
5 to 7 contacts spaced 3 to 7 days apart, according to the benchmarks of Gong.io.
How to measure the effectiveness of his prospecting?
Tracker the response rate, the number of appointments and the pipeline generated.
Should we prospect on social networks?
Yes, 84% of B2B decision -makers use LinkedIn for their research (LinkedIn Data 2024).
How to improve your conversion rate?
Save and analyze your calls with tools like chorus.a to identify best practices.
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