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