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Digital & B2B Sales Prospecting Tactics You Need To Grow Your Business

Every marketer wants to manage the growth of their business effectively, but which B2B prospecting tactics will yield the most optimal performance? Alpha Delivered growth engine helps with generating sales leads for growing companies. We would love to share these B2B Prospecting Tactics that are working for Alpha Delivered users, and help you streamline your sales process.

We suppose that closing the deal is where you would like to spend most of your time, but prospecting is almost as important as sales calls and meetings. You always need to keep that pipeline full, thus prospecting is a never ending process.

prospecting tactics

Consider these prospecting tactics to keep the top of your sales funnel full, bringing in the right customers and grow your business.

Creating Targeted Lists

Creating a Targeted List is the first thing that you do when prospecting for new connections. It is important to determine whom and how you would like to engage with. That way, you will generate the leads worth the time of your sales team. Create your custom lists of customers by city, state, country, zip code, profession, industry, or buying habits. It’s crucial that the lists you create are accurate, current, standardized, and have emails properly validated.

As reported by DMA, the estimated ROI from email campaigns reached 3.800%. Applying better marketing intelligence to your list building process will help you achieve effective prospecting, resulting in better leads.

We have a decade of experience and access to market intelligence platform “Alpha Delivered”. Our team can provide you with an effective email marketing campaign, and a targeted list of sales leads that are matching your campaign.

Avoid buying 3rd Party Lists

While we do help our clients to obtain curated customer lists, we aren’t very keen on recommending majority of data vendors. Buying lists from third party data aggregators is not a bullet proof method of obtaining quality leads. The reason for this is the fact that even the most reputable data aggregators simply don’t care enough about their list purity.

List hygiene is the most important thing that determines the inboxing rate of your email marketing campaigns. When your lists have bounce rates higher then 5%, your entire lists suffer, and on average, as soon as you start hovering your bounce rate around 10%, more then half of your list doesn’t get their emails delivered to the inbox at all. Important statistic to bare in kind.

Deliver Cold Emails to Inbox

Emails play a central role in your prospecting efforts. They are one of the most efficient ways to reach out and make a meaningful connection with your prospects.

According to the Radicati Group research, 293 billion emails are sent daily worldwide in 2019. Around 109 billion is business email out of this total number.

Around 93% of B2B marketers use email to distribute their content, as stated by the Content Marketing Institute. Besides, fifty-nine percent of them consider email as their top channel for revenue generation.

Integrate Email Marketing into your business campaign and experience how the most cost-effective online channel can improve your profitability. It doesn’t only have to bring benefits to you but also your clients. Use the opportunity to make it a two-way conversation.

You shouldn’t consider following-up your contacts multiple times annoying. Maybe they have opened your email but forgot to reply. A little follow-up is what will remind them of your existence and opportunity. We are utilizing email throughout lead follow-up sequences to ensure that we will connect with or prospects at the right time.

When tracking a prospect’s actions taken based on our emails (what they open, what they clicked on, etc.), we additionally gain further insights into what’s on their mind. That allows us to customize our message and approach when prospecting to them in the future.

Alpha Delivered Brings Pre-Warmed IPs into Equation

Alpha Delivered is our service platform that will help you with a working email marketing strategy that transforms your prospects into customers. Get the most out of every lead from beginning to an end. and learn some valuable tips which will keep you on the right way to closing more sales. Set up the rules and let the power of automation do the work for you. Utilize our Alpha Delivered analytics and content dashboard to speed up your sales cycle, save valuable time, and assure optimal results.

Alpha Delivered is specifically designed to deliver your cold emails into your prospects inbox. It accomplishes this by giving you access to pre-warmed IP address that has razor sharp reputation. Alpha Delivered allows you not to worry about long IP warm up process, enabling you to focus on what matters the most: driving appointments and sales.

LinkedIn Social Media Platforms for Social Prospecting

Selling on Social Media is counter intuitive. While you need to have outbound activity portfolio, you also don’t want to appear desperate and pushy. Social selling is a form of art in an of itself. You need to give before receiving, so you will need to learn how to practice generosity on the social media platforms.

There are around 3.5 billion Social Media users in the world in 2019, as reported by We Are Social, which is almost half of the world’s population. That creates an excellent opportunity for you to connect with your targeted audience on any social platform.
You can utilize B2B Prospecting with Social Media in so many ways. Now, we are going to list some of the tips that we think are beneficial:

Business to Business Collaboration – We consider that interacting and making connections with other businesses can open the doors for collaborations. That can be mutually beneficial for getting in front of a new audience who may be interested in your products and services.

Targeting the Audience on LinkedIn – LinkedIn is an excellent platform for creating hyper-targeted campaigns for generating leads. According to Hubspot, it’s 277% more likely that LinkedIn will convert contacts into leads, than Twitter or Facebook. You can target users based on the industry, jobs, or other specific groups for more accurate targeting. You can use your LinkedIn to build a reputation and relationships and to increase ROI from targeting more qualified prospects.

Effective Facebook Ad Retargeting Funnel – Your warm audience is your hyper-responsive prospect. Consider spending a significant proportion of your advertising budget on these users because they are more likely to take your desired action. Besides, you should create several different ads that will target the same warm audience. Put each ad into its ad set and use the Frequency Cap feature, and you will be sure that people will see each ad once per week.

Inbound Strategies

An inbound marketing strategy can include many different channels and types of content for attracting prospects to your website. Utilize your prospecting tactics through blog content, social media ads, and email marketing. That is how your business will grow-by keeping marketing sales and service focused on how to help. Some of the best Inbound Marketing tools are:

  • HubSpot Workflows
  • HubSpot CRM
  • Buffer
  • Grammarly
  • Google Analytics
  • WordPress

While using inbound strategies to engage your audience, make sure to communicate and deal with leads and customers in a way that would make them want to build a long-term relationship with you.

You can create a solid lead score based on what’s in the profile of your customers by finding the person’s LinkedIn account. Also, the way you can speed up your inbound sales prospecting is by setting up automated lead scoring. That can be crucial, especially for startups, because that way, you can determine which leads have the most engagement with your brand, and that can be qualified to move on to communication with the sales team.

Next Steps

Don’t have a strategy for following up with leads? Do not hesitate to set up a call with Alpha Efficiency experts so we can discuss and provide you with a strategy that will help you reach your leads at the best time.

Brian Djordjevic
About The Author

Brian Dordevic

Bojan is Marketing Strategic Planner with a passion for all things digital. Feel free to follow him on Twitter or schedule a consultation call with him.

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