To get better results, you need to explore different sales prospecting techniques. Indeed, each case is particular, so you must forge the strategy that best suits yours. But procrastinating can cause you to waste time and miss opportunities.
This is why we have selected these 5 best practices for B2B commercial prospecting that have made several companies successful recently. You can draw inspiration from it to strengthen your strategy.
1 – Prefer warm calling
Hot calls are to contact people who have already expressed interest in your product or service . These are prospects that have for example subscribed to subscriptions by e-mail, surveys or interactions on the website. Thus, first create engagement and establish relationships on social media platforms like Linkedin before making the call. Be quick to answer when someone shows interest, as they could consider several options. Do not forget to personalize your approach and your script according to the needs and experience of the prospect.
2 – Focus on building lists for your commercial prospecting
All the success of your commercial prospecting is based on the quality of your prospecting file . Avoid the approach to "machine gun" by analyzing the characteristics of your recent customers. Rather take a step back by identifying common reasons, such as industry, location, business size, financing status, CRM tool or purchasing service. Then use this information to create lists of ultra-packed prospects .
3 – Personalize your messages on LinkedIn and email
Personalization goes beyond using the prospect's name. Instead, research each prospect on your list. Pay compliments, find commonalities or ask relevant questions in your prospecting messages. Avoid mass mailings and focus on creating a smaller, but highly targeted list. The goal is to initiate conversations and schedule sales calls rather than giving sales presentations.
4 – Become a thought leader in your industry
Encourage your content creators to interview industry experts to gain fresh perspectives. Share in-depth articles or tutorial videos that showcase your industry expertise. Feature case studies and testimonials to demonstrate how your product or service delivers results . Establishing this position can attract prospects who want to work with knowledgeable industry leaders.
READ ALSO: 6 cold prospecting rules that will double your positive responses on LinkedIn
5 – Try podcasting and trade shows
Podcasting can help you reach a wider audience, establish your brand as an leader and provide valuable resources. Focus on creating content that educates and entertains your listeners, and use it to guide them in your sales funnel .
Professional fairs can also be a powerful way to interact with prospects in person , especially if your industry supports such events.
Maximize your presence during professional fairs using your best salespeople , preparing answers to current questions, having an attractive stand, by organizing competitions or product demonstrations.
Remember that you do not need to implement all these techniques simultaneously. Experience each method and determine those that best work for your specific industry and target audience. Constance, personalization and a client -centered approach are essential for successful commercial prospecting in 2025.
Every Thursday at 6 p.m., we offer to answer all your questions about modern prospecting and show you how Magileads can radically transform your Marketing and Sales results.
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