Stop Ignoring Your #1 B2B Sales Prospecting Tool

Donny Kemick

B2B-Sales-Prospecting.jpg
Only 54.6% of sales professionals meet their sales quota. That's a pretty dismal number. Although there are many things that affect performance, B2B sales prospecting (or lack thereof) has a direct impact.

Stop Ignoring Your #1 Sales Prospecting Tool

Salespeople Hate Prospecting Like I Hate Treadmills

Pig-On-Treadmill.gifIf you give a salesperson five tasks for the day, prospecting drops to the end of the list. Most salespeople would rather nurture quality opportunities than dig for new ones. This leads to fewer opportunities to quote because there's less effort put into hunting.

Salespeople tend to hate prospecting like I hate treadmills. But, much like treadmills are an important part of physical health, prospecting is an important part of B2B sales health.

What if I gave you a prospecting tool that scouted for opportunities 24/7?

Your 24/7 Prospecting Tool

If you have a website, you already have a prospecting tool working 24/7. If you use a platform like HubSpot, you can have a list of prospects that visited your website automatically emailed to your salespeople every morning.

Download Your FREE Guide - 25 Website Must Haves For Lead Generation

If you don't use HubSpot, but have Google Analytics, you can still see prospect companies that are visiting your site. It's more work with Google Analytics, but it's possible.

HubSpot shows you which pages of your website they viewed, along with information about the prospect company such as

  • the LinkedIn company page,
  • a description of the company's product/service,
  • companies related to this prospect, and
  • how they found your website.

While these are not contact names, they're an excellent starting point to connect with a potential buyer.

Warm Prospecting Breaks Down "Sales Shields"

Armed with who visited your website AND what pages they viewed, a salesperson can customize their interaction with each prospect. The more relevant their communication, the more open the prospect will be to further communication.

This is called warm prospecting. Warm prospecting gives you insight into a prospect's needs. When you know what they're looking at on your website, you know what they're researching and interested in. Context and prep work make it easier for salespeople to build rapport from the get-go.

Put Your Prospector to Work

If you aren't regularly checking your website sales prospects, you need to check out HubSpot or dig into your Google Analytics. There's a wealth of excellent sales data at your disposal. 

Your website is gathering info even while you read this article. What are you waiting for?

Download Your Guide - 25 Website Must Haves

 Related Posts:

VIEW MORE STORIES IN B2B, Inbound Sales

More Interesting Reads

Copywriting Tips at Inbound 2017: Bring on the Science and Sweatshops

I was a newspaper guy for over a decade. Just old enough to be stuck in the print age, yet young enough to grasp the power of an internet-based message. Maybe, as a business owner or marketing guru,...Read more

Increase Brand Awareness by Feeding Your Blog a Well-Rounded Diet

In the filthy, weedy backyard that is the internet, growing a beautiful blog is key in your company’s quest to increase brand awareness. If you’re still thinking, “Do I really need to start a blog?”...Read more

Inbound 2017 - The 3 Sessions We're Most Looking Forward To -- Josh C. Edition

The annual Inbound conference is awesome for a variety of reasons. It covers marketing, sales, leadership, culture, growth, and more. There's a ton of great inspiration. The networking...Read more