A very good tool for conducting prospecting in the B2B sales process is Sales Navigator
Posted: Mon Jan 27, 2025 4:48 am
The next stage of the B2B sales process is prospecting , i.e. searching for customers in accordance with the defined B2B persona profile .
As part of this step, we search for potential B2B business partners that suit us in accordance with the defined profile of the purchasing person, or to put it simply – we search for our B2B buyer persons who will be interested in contacting us in order to receive information, using various available media and tools.
We can therefore say that prospecting is the stage of selection and verification of potential B2B trading partners (buying personas) in order to build a B2B database on which we will carry out subsequent stages of sales.
We distinguish between the concepts of:
Suspect , or "suspected/possible" customer - someone who may be interested in our product or service, but we do not have knowledge in this area (we then look for prospects among suspects)
Prospect , or "potential customer" - someone who has expressed twitter data interest in receiving information about a company, product, service and has provided contact details for this purpose or has otherwise shown interest in the product (we then look for leads among prospects)
Lead , or "interested potential customer" - someone who has expressed interest in our offer (in the near or distant future)
While conducting prospecting, we can use many sources , such as: social media (e.g. entries with a specific hashtag on individual websites), internet portals and portals, industry data sets, databases of participants of events or industry conferences, articles and advertisements in online media, press and magazines, etc. This also depends on the specificity of the product we have and the profile of the defined B2B buyer persona we want to reach.
offered as part of an additional paid subscription on the LinkedIn social network . Using this tool and the potential and functionality of LinkedIn, you can not only effectively conduct the prospecting stage, but also conduct advanced Social Selling activities , already aimed at establishing and building business relationships with specific people, including tracking their activity in terms of, for example, written posts or changes in position or place of work.
The result of prospecting should be finding as many relevant buying personas as possible who have expressed an interest in receiving further information from us (prospect), in order to build a B2B database.
As part of this step, we search for potential B2B business partners that suit us in accordance with the defined profile of the purchasing person, or to put it simply – we search for our B2B buyer persons who will be interested in contacting us in order to receive information, using various available media and tools.
We can therefore say that prospecting is the stage of selection and verification of potential B2B trading partners (buying personas) in order to build a B2B database on which we will carry out subsequent stages of sales.
We distinguish between the concepts of:
Suspect , or "suspected/possible" customer - someone who may be interested in our product or service, but we do not have knowledge in this area (we then look for prospects among suspects)
Prospect , or "potential customer" - someone who has expressed twitter data interest in receiving information about a company, product, service and has provided contact details for this purpose or has otherwise shown interest in the product (we then look for leads among prospects)
Lead , or "interested potential customer" - someone who has expressed interest in our offer (in the near or distant future)
While conducting prospecting, we can use many sources , such as: social media (e.g. entries with a specific hashtag on individual websites), internet portals and portals, industry data sets, databases of participants of events or industry conferences, articles and advertisements in online media, press and magazines, etc. This also depends on the specificity of the product we have and the profile of the defined B2B buyer persona we want to reach.
offered as part of an additional paid subscription on the LinkedIn social network . Using this tool and the potential and functionality of LinkedIn, you can not only effectively conduct the prospecting stage, but also conduct advanced Social Selling activities , already aimed at establishing and building business relationships with specific people, including tracking their activity in terms of, for example, written posts or changes in position or place of work.
The result of prospecting should be finding as many relevant buying personas as possible who have expressed an interest in receiving further information from us (prospect), in order to build a B2B database.