6 B2B Prospecting Tools You Need to Grow A Business

Every business wants to grow, but do they know how to best do it?

Because we help generate warm sales leads for growing businesses, we want to share the B2B prospecting tools that we’ve found work best for our clients.

We know that you want to spend most of your time closing the deal, but did you know that prospecting for your B2B business is as (if not more) important as sales calls and meetings? If we look at the sales funnel, you’ll naturally need more prospects at the top due to most falling off after continued qualifying.

Therefore, in order to keep the top of your sales funnel filled with activity, you’ll want to use one (or several!) of these B2B prospecting tools to grow your business.

Custom List Creation

The first thing you’ll want to do when you’re prospecting for new clients is to create a custom, targeted list. Whether you perform this activity internally or outsource to a lead generation partner, if you don’t know who or what businesses you’re targeting, it’ll be that much harder for your team to help the business grow.

Long gone are the days of buying an email list in hopes of hitting the jackpot of qualified contacts only to find out that most of the “leads” aren’t even at the listed company anymore.

Nothing is more frustrating than taking the time to build out a contact list and reaching out to the emails and phone numbers only to find it useless.

Through years of industry knowledge and access to market intelligence, our sales lead generation experts work directly with your team to create a targeted list of sales leads that fit your company’s needs. Our team helps you find the RIGHT lead at the RIGHT company based on who you determine the key decision maker is at these companies.

Click here to learn more about custom list creation and it’s benefits

Direct Mail

Have you ever considered using direct mail (AKA snail mail) to reach potential clients? With everyone receiving countless technological touch-points each day, taking a different approach with physical mail could be just what your target client needs!

And, when you think about how you feel when you get cool things in the mail, isn’t it a fun feeling?! Now, imagine you send a personalized package to a target client. They’d be so excited at the thought you put into a gift for them that when you reach out to follow up, they’ll be a warmer lead and therefore easier to convert than cold calling.

We love the idea of sending personalized gifts that relate to your business and/or your clients. Even including something that they’ll actually use, like a cool tumbler or a travel mug with some drinks specific to where you’re located is a fun way to engage potential clients!

Email

We know we just hyped up direct mail, but that doesn’t mean email is now obsolete! Email is great for quickly reaching out and making a connection with your business prospects.

We also get that people are busy (who isn’t these days?!) and might have missed a call or email you recently sent. So, we utilize email throughout our lead follow-up sequence to ensure that we connect with our prospect at the right time.

Tip: Following up multiple times via email is actually not creepy or annoying. Sometimes, your contact has opened your email, simply forgot to reply, and just needs a little follow-up to remind them to respond.

Social Media

With about 3.48 billion people on social media (that about 45% of the world’s population), you’re bound to reach and connect with your target clients online.

What’s amazing about using social media for B2B prospecting is that there are so many ways you can utilize it! Here are some ways that we’ve found it to be beneficial for us and our clients:

1. Connecting with other business for collaborations – Not every interaction on social media will (or should) have a goal of driving a sale. We’ve found that interacting and simply making connections with other businesses have opened the doors for collaborations, which are mutually beneficial for getting in front of new audiences of people who could be interested in your services.

2. LinkedIn Targeted Campaigns – LinkedIn is great for creating hyper-targeted campaigns to generate qualified leads. You can target users based on their industry, job title, and even specific groups for even more specific targeting. We’ve used LinkedIn marketing to market for upcoming events and have found an increase in ROI due to targeting more qualified prospects.

3. Facebook Retargeting Ads – We all know that someone more familiar with your brand is more likely to convert. And when the average number of touch-points being 7 before a someone converts to a lead, retargeting them with more information on your business can only help them better understand how you can help.

Related Post: How to Use Facebook for B2B Lead Generation

Networking

Yes, we mean getting out from behind your computer or phone and interacting person-to-person. While technology makes it easy for your business to reach places outside of where your business is located, personal relationships still are key in business.

From attending conferences and making connections to hosting your own small event to bring business leaders together, we’ve found that forming relationships adds another level to our prospecting to better qualify leads.

Inbound Marketing

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Inbound Marketing is great for allowing prospects to tell you exactly what they want so you can connect at the right time with the right content. You can utilize the prospecting tactic through blog content, content upgrades (to collect emails by providing extra value), social media ads, and email marketing.

An example of an inbound marketing funnel could be:

  1. Blog post

  2. Content upgrade

  3. Email marketing welcome sequence

  4. Retarget using Facebook ads

 

 What to do Next:

 Now that we’ve gone over several essential prospecting tools you need to help your business grow, you’re probably wondering what to do next. When creating a system for your marketing and sales funnels, you’ll want to have something in place to warm your newly created leads.

Don’t worry, we have you covered with the optimal lead follow-up strategy to make sure you reach your leads at the best time. If you don’t have a strategy for following up with leads, download our free guide below. We discuss our tried-and-true method that we use for ourselves and clients that can help you too!

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Ready to follow up with your inbound leads and reach them at the right time?

Using our expertise in lead generation and sales, we’ve tested several strategies in our own business and on behalf of our clients. Across the board, we found that the ideal inbound lead follow-up strategy requires 2 things:

  1. Urgency in response

  2. Commitment to sales cadence if the prospect does not immediately answer

In this download, you’ll receive:

  • A successful sample sales cadence to get in touch with your leads

  • Details on WHY this works and how it helps your company drive more business.

4 Ways to Improve Your Top of the Funnel Sales Activity for B2B Businesses

4 Ways to Improve Your Top of the Funnel Sales Activity for B2B Businesses

The overall understanding of the B2B sales funnel is extremely important. It’s a useful tool for visualizing each prospects journey from their initial awareness all the way to their loyalty and retention. Some businesses’ sales funnels look slightly different than others in the sense that their sales cycle is much longer and includes more nurturing along the way.

There is one thing that each business has in common when it comes to their B2B lead generation funnel system, and that is the importance of fresh leads and the need to keep their funnel full.

6 Questions to Ask B2B Lead Generation Companies

6 Questions to Ask B2B Lead Generation Companies

So, you have taken that first step and decided to look for a B2B lead generation company, but what questions do you ask them?

With so many companies out there that do lead generation, it can be challenging to choose the right one, especially in B2B markets. Below are some of the questions that will help you and your company make that decision.

Digital Trends B2B Companies Need to Focus on in 2020 - Part 2

Digital Trends B2B Companies Need to Focus on in 2020 - Part 2

Staying up-to-date is extremely important when it comes to digital B2B marketing strategies – digital trends continue to shift and change. If you didn’t catch Part 1 (Internal Digital Trends), you can find that in this blog post!

We understand that producing client work is a top priority, but don’t forget to produce quality content to market yourself as a brand.

In today’s market, it may seem hard to standout from the competition, but we laid out a couple important areas to keep in mind when advertising yourself as a B2B company.

Digital Trends B2B Companies Need to Focus on in 2020 - Part 1

Digital Trends B2B Companies Need to Focus on in 2020 - Part 1

B2B companies should always be up-to-date with upcoming trends, both from an internal and external point of view. If you haven’t yet begun to consider your digital marketing plan for 2020, we’re sharing some tips on trends to get that plan in place!

Below, we layout what trends your B2B brand needs to focus on in 2020 from an internal standpoint – keep these key points in mind, and your company will not only function smoother, but it will also have streamlined plan in place to help your business grow.

4 Outsourced B2B Appointment Setting Benefits

4 Outsourced B2B Appointment Setting Benefits

For a sales professional, attempting to find qualified, interested sales leads can be a daunting task. That’s why outsourcing lead generation and appointment-setting efforts is so important to maintain your sales funnel and increase ROI for your organization.

As your lead generation partner, we know the benefits of outsourcing appointment setting and how important it is to your company’s growth. So, whether you’re still considering whether outsourcing appointment setting or you’re ready to talk about partnering, this blog post will help you understand how beneficial it is!

4 Ways to Use Facebook for B2B Lead Generation

4 Ways to Use Facebook for B2B Lead Generation

Using digital marketing to generate B2B leads is something that your business simply cannot skip over if you want to grow. While Facebook might not be your first choice for B2B lead generation (we see you, LinkedIn!), there are on average 1.56 billion people that log into Facebook daily. So even if your target audience is off the clock when they see your ad, you can still reach them and pique their interest.

We use Facebook advertising internally as well as for clients and want you to have success with it too! In this blog post, we are going to go over some of our favorite ways to use Facebook for B2B lead generation.

5 Tips to Make Your B2B Sales Team Successful

5 Tips to Make Your B2B Sales Team Successful

Whether you’re new or an experienced sales manager, I think we can all agree that managing a team of sales reps isn’t easy. We aren’t all created equal and each one of us brings a different personality and skill-set to the table. It’s your job to make sure you’re getting the most out of your team. Here are a few tips that can help make your B2B sales team successful.

How Digital Marketing Can Help Your Lead Generation Strategy

How Digital Marketing Can Help Your Lead Generation Strategy

Digital marketing is such a broad term nowadays. There are countless avenues to go down, and at times, it can be a bit overwhelming. Every business is looking to gain new leads and ultimately grow their customer base, right?

Right.

However, you’re going to have to have a lead generation strategy in place in order to not only acquire new leads but convert them as well.

11 B2B Lead Generation Tools To Help You Set Appointments Fast

11 B2B Lead Generation Tools To Help You Set Appointments Fast

Creating a pipeline of leads can be challenging and time consuming especially when you’re selling a product or service that requires an appointment for a one on one conversation or meeting. While there’s no secret formula for generating leads that works across every business and industry, there are several tools that we how found make the odds of success higher and faster and we’d like to share them with you!

Keep reading for our 12 favorite tools for creating a pipeline of B2B leads that will fill your calendar with appointments fast.

How to Use Video to Increase Membership Engagement

How to Use Video to Increase Membership Engagement

It’s no surprise that video is the most efficient form of communication in 2019. With videos being shared 1200% more than text and images combined, it’s time that your membership association jumps on the video content bandwagon.

Sure, posting a video seems like a great idea to increase your engagement on social media, but what should the video be about? Associations typically don’t create videos because they don’t know where to start. Here are a few avenues to go down to get the creative juices flowing!

How to Re-Engage Lapsed Members with Your Organization

How to Re-Engage Lapsed Members with Your Organization

So, it happened. Your member lapsed and there’s no sign of them renewing their membership anytime soon.

What do you do? Do you just let them leave without engaging or do you figure out how to re-engage lapsed members?

With current or previous customers being easier to convert and more profitable (increasing customer retention rates by 5% has the potential to increase profits by 25% to 95%!), you simply can’t afford to let your lapsed members walk without trying to bring them back into your organization.

How to Attract and Engage Millennial Members for Your Organization

How to Attract and Engage Millennial Members for Your Organization

Millennials seem to be a group of confusion when it comes to marketing to them. And if you’re confused on how to attract and engage millennial members for your organization, we have you covered.

Whether your goal is to grow your membership or engage with your current millennial members, these tips will help you make your organization better!

How to Choose the Right Social Media Platforms for Your Business

How to Choose the Right Social Media Platforms for Your Business

Social media is no longer just the future; it’s the present. With over 2.34 billion people worldwide on social media (and that number is expected to grow to about 2.95 billion by 2020), your business simply cannot afford to not have a presence online.

Our goal is to help your B2B business be successful, whether that be in-person or online. Because social media is highly intertwined with everyday life, we want to help you choose the right social media platforms for your business.

Increasing Online Engagement with the Right Graphic

Increasing Online Engagement with the Right Graphic

Nowadays people are scrolling through social media in a slightly distracted way – sometimes for only a few minutes at a time. So, the saying, “a picture is worth a thousand words” has never been more accurate.

It’s true – our brains were built for visual information. In fact, humans recall information 55% more efficiently when it’s paired with a graphic. This means that, as marketers, we have the responsibility of creating graphics that drives engagements and brings brand awareness. 

Here’s a quick guide to better understand the different types of social media graphics that can have a powerful impact on your brand and skyrocket membership engagements in your organization.

How to Increase Event Attendance with These 4 Key Marketing Tactics

How to Increase Event Attendance with These 4 Key Marketing Tactics

Members join your association for one of two reasons: either for education or opportunities to build their network. There is no better chance for you to show the value your association provides to those members than your annual event, but do you know how to increase event attendance?  

Let’s think of a couple traditional event promotion practices.

Monthly newsletter?

Email marketing?

Social media?

Sure, those are all great options to promote an event to increase attendance, but let’s look beyond the surface at how you can attract the crowd.

5 of the Best Ways to Increase Membership Organization Recruitment

5 of the Best Ways to Increase Membership Organization Recruitment

We know that impacting and helping more members is one of the most important goals of your association. While retaining association members is essential, increasing membership organization recruitment rates is just as much of a priority.

Our InceptGrows team is highly knowledgeable in the membership niche. So, what better way to give you the best advice than to round up a few members of the team to share five of the best ways to increase membership organization recruitment?!