Sales Prospecting for B2B Sales for Beginners | Business Development 101
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Let's talk about prospecting for B2B sales. But first, let's start with a definition. What does that mean and why is it important? Well, prospecting means being able to go out and find potential customers for your business. So for instance, when we're selling to agencies at X27 where we offer marketing services to all sorts of B2B companies, not just agencies, but I'll use them as an example because that's what we talk about a lot on this channel. Let's say we're going after agencies, prospecting would be the process of finding those companies. What email address is the right email address to send to? Is there a phone number? What company are we even going to? That is the prospecting process. And it's hugely important for businesses because if you're emailing the wrong people, you run the risk of getting marked as spam. And if you don't even know how to prospect, you don't know who the right people might even be, then you run the risk of complete business failure. If you're unable to find your customers, what are you even doing here?
So that's why prospecting is important. When we were first starting X27, and me and Robert decided that we wanted to go after agencies, we built as massive of a list as we could. We found 3,000 contacts in the agency space, and I actually did an old video where I showed myself emailing 100 of those guys. And we made 10,000 bucks off the first 100 sends, which is pretty good. That's pretty good results. But we wouldn't be able to get there if we didn't build the list. So we went out there and we identified the target. We built the list and that's the prospecting process. So let's go through the prospecting process.
0:00 What Exactly is Sales Prospecting?
1:52 Inbound Channels with Content Marketing
4:30 Outbound using Cold Email
5:26 “Get Your Foot in the Door” using Cold Email
6:54 Have an Active Social Media
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