Enterprise Vs Start-up: The Difference Between Sales In Companies

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company?

This is a question most salespeople have had to ask themselves at some point in their career. And it’s not an easy decision. There are pros and cons to both.

man in green jacket walking on sidewalk during daytime
Photographer: Markus Spiske | Source: Unsplash

Sales roles come in all shapes and sizes. The nature of each rests, in large part, on the scale of the company that encompasses them. A large enterprise with five floors of office space in a skyscraper probably isn't going to have similar clientele and sales operations to a startup operating out of a room in an incubator.

Now, let's get some perspective on what kind of prospects startups and large enterprises can generally sell to, their differences, and what it's like to be a salesperson at each kind of company.

Table Of Contents

TL;DR

What Is Enterprise Sales?

Enterprise sales, also known as complex sales, refers to the procurement of large contracts that typically involve long sales cycles, multiple decision-makers, and a higher level of risk than traditional sales.

In other words, enterprise sales are essentially sales that involve large-scale corporate solutions. It is worth noting that many startups initially focus on transactional sales in the early stages of their business, because they typically involve lower risk, have shorter sales cycles, and are driven by marketing and sales.

What Are Startup Sales Or SMB Sales?

Startup or SMB sales is the act of selling products and services specifically to startups. Small businesses employ 100 or fewer employees, while medium businesses employ 100 to 999 employees.

These SMBs are typically local businesses or startups, and they often have very different needs and pain points than large enterprises. This requires Startup or SMB salespeople to use a unique B2B sales process to land clients compared to the strategy they'd use for enterprise sales.

Who Can Enterprises And Start-ups Sell To?

When you work as a sales representative for a large enterprise, the product or service you're offering is likely to be well-known. As your company has grown through the years, it has most likely developed a reputation. Many prospects will have heard of your product or service and know that it is trusted by a variety of enterprises.

In B2B sales, mid-market to large customers generally have less room to experiment with newer, less tested products or services.

They, themselves, are better established and often have more to lose if their investments don't deliver the results they need. In turn, they're often more skeptical of newer, lesser-known products than smaller businesses. Naturally, this means that Large corporation sales representatives will have greater room to appeal to larger businesses.

On the contrary, startup representatives might initially sell to smaller companies to develop a solid enough reputation to close more substantial deals.

That's not to say large enterprises never sell to smaller businesses or startups land deals with bigger ones; those are still real possibilities. But in terms of trends and capacity, large enterprises have a better chance of successfully selling to mid-market or large organizations than startups do.

Differences Between Enterprise Vs Start-Up Sales

Let’s look at some key differences between start-ups and enterprise sales.

An enterprise sale is marked by:

In contrast, a startup deal:

Apart from these differences, other significant factors differentiate these two including procedures, workflows, ownership, and more.

Procedures and Workflows

Enterprise sales organizations usually have well-established procedures, workflows, customer relationship management, and forecasting systems. They also have well-developed workflows for lead-processing and drafting and revising of contracts.

Start-ups often develop informal workflows from scratch. There are no hard and fast rules like— “we have always done it this way”. Pipeline reviews are not regular or scheduled and often happens at odd hours.

Enterprise organizations, on the other hand, have regularly scheduled pipeline reviews, where each salesperson discusses the status of their accounts and must defend their forecast and tactics. Action plans are agreed upon for each account, and the results are measured the following week.

For example, ADP, a large organization that sells payroll and human resource services, is well known for its rigorous, mandatory weekly sales meetings. As such, they look for salespeople who will conform to a standard with less individualism.

Start-ups and small and medium-sized businesses (SMBs) are more likely to tolerate cowboys and cowgirls, high-performing outliers that are non-conformists.

Ownership

There is rarely an opportunity to own stock in the enterprise unless you are at the executive level or if there is a stock or options plan available for all employees.

Although, their fringe benefits package, including paid time off (PTO), will usually exceed that of the start-ups and SMBs. Some SMBs may be owned or controlled by one or more families, which introduces another dynamic.

If a start-up or SMB is successful, turnover is normally very low, and this is largely due to the comradery. Usually, their primary problems are staffing or finding qualified people and space. If they aren’t successful, they’ll spend most of their energy seeking private funding to sustain operations.

At some point, the founders of successful start-ups will recognize they need to hire professional managers to run the company and will take a more specialized role or leave the company entirely.

People with key roles become in-demand and are often poached by other start-ups. As the company scales up due to growth, more formalized procedures and processes will be put in place.

Sales Support

Enterprise organizations usually have staff devoted to pre-sales activities, sometimes at a 1-to-1 ratio with salespeople, but generally no greater than 4-to-1. They also usually invest in fulfillment and customer support functions.

Start-ups and SMBs don’t have the resources to devote to these critical needs, and, in general, are often less selective about their customers. They will often sell to as many customers as possible to quickly capture market share, rather than spending time on presale activities.

Products

As mentioned earlier, generally, many enterprise organizations have established, well-known, products in the marketplace, and will appeal mostly to those that desire mature, well-tested, and accepted products with less risk to the company when selected.

Product introductions consist primarily of product extensions. Some try to enter new verticals. Others try to reinvent themselves to be more cost-efficient and decrease time-to-market for new products.

Start-ups, on the other hand, often need to fight the battle of recognition, financial stability, and reputation in the marketplace. They often have products that appeal to buyers who want to purchase the latest and greatest gadget, the early adopters. Their offerings are typically more technologically current.

Opportunities

There are thousands of very successful SMB companies that offer lucrative sales careers. And they usually offer more opportunities for promotion and greater responsibility for those who are willing to put in extra work.

International start-ups are always eager to gain market share, and they can be an attractive option for many. If you work for one of these foreign start-ups, you will operate much more independently, as the headquarter is thousands of miles, and several time zones, away.

Being A Salesperson At Enterprise Vs Startup Company

Structure And Support

Larger enterprise companies are generally more structured than startups. They're more well-established with a greater wealth of available resources for salespeople. They typically have more robust HR departments, allowing for more comprehensive, company-specific onboarding and training programs.

Large companies also usually have full customer support departments to back sales representatives’ efforts by taking on the burden of customer service. These businesses often have better-tested sales processes, familiarity with sales methodologies that work for them, more thoroughly developed CRM systems, and stable management.

So naturally, sales representatives at large enterprise corporations tend to have a bit more guidance in terms of how they're expected to operate.

On the other hand, startups usually don't have that kind of infrastructure in place for sales representatives. Their sales teams are usually left up to their own devices more than their large corporate counterparts. If a startup is really on the ground floor, it's on its sales representatives to find the sales processes and methodologies that work best for them.

Startups and SMBs are often leaner, looser, and hungrier than the larger organizations. They’re usually more entrepreneurial (even if they have been in existence for many years) and tend to be agile and embrace change easier than larger organizations.

Though that uncertainty might be disorienting, it's not necessarily a bad thing. Sales representatives at startups often have more flexibility and room to grow as problem solvers as a result of their lack of more definitive guidance.

"Hats To Wear"

Being a salesperson at a large corporation is more straightforward than being one at a startup. Especially if that startup is only just getting off the ground. Working for a larger, better-established company generally means having less responsibility beyond the context of your role.

That could be good or bad, depending on what you want out of a job. At a large corporation, you often have a more streamlined path to hone a specific skill set. You have fewer extraneous responsibilities and, in turn, more time to focus on your development as a salesperson.

Startups are often a bit different. You have to "wear many hats" when it comes to working for a smaller company. The term essentially means consistently taking on duties outside of your typical role or department.

Startups, particularly early-stage ones, often lack the resources to keep individual employees in a single lane exclusively. They generally have more responsibilities to allocate across a smaller staff.

A sales role at a startup might not end up only being in sales. You might be expected to take on challenges and solve problems beyond your company's sales department. That can be support, marketing, or any other aspect of the business that might be short-staffed.

No matter where you might land professionally, whether it be at a large corporation or a business just getting off the ground, you'll stand to learn a lot about sales and yourself.

You might find that the stability and straightforwardness of large enterprise life suit you best, or it could be that the dynamic atmosphere of the startup world speaks to you.

You'll never really know exactly what you'll get out of a sales role, but it's still important to have some concept of what it might entail before getting into it. Knowing the fundamental differences between sales at large enterprises and startups is a great place to start.

enterprise vs startup
Source: Sales Hacker

Final Thoughts

It’s harder to sell to enterprises, for sure. With startups, sales are all about speed. You have to be fast! If you don’t sell to a company in the first three months, the chances are you’ll never sell to them.

Enterprise sales take a lot longer. Two years can go by before the deal is signed. So it’s about using that time wisely, building a relationship with the company and the stakeholders, gaining their trust, and providing value at every stage.

Looking for the perfect sales prospects for your company? Get a OneMoreLead demo today!

10+ Ways to Improve B2B Sales Prospecting: Tested & Proven

B2B Sales Prospecting requires dedication and consistency regardless of how the sales department is set up internally. Whether your sales team is responsible for the entire pipeline or the sales development team is assigned to fill the sales teams, there are some tested and proven ways to improve sales prospecting.

man on telephone in front of a screen reading sales
Image from Freepik by rawpixel.com

Typically, a sales process consists of 5-7 steps, and prospecting is the first among them. Yet, this step is left out due to mediocre research and average concentration.

In this article, we will guide you through 10+ ways to improve B2B sales prospecting along with shading light on some basic relevant questions.

Table of Contents

TL;DR

What Is B2B Sales Prospecting?

A prospect is someone who has been identified as a possible customer based on a company's criteria. A prospect does not have to express an interest in purchasing from a company; they only need to meet certain criteria.

So, what is the definition of sales prospecting?

Sales prospecting is a set of activities aimed at generating new business prospects by discovering and cultivating potential clients. Sales teams oversee the entire process. B2B sales prospecting is the process of discovering potential clients and convert them into customers.

There are many stages of closing a deal like qualifying the leads, initiating discussions, and nurturing connections to move prospects through the sales pipeline. Prospecting opens the gate for all other stages and keeps potential customers ready to push through the sales pipeline.

Is Sales prospecting the same as lead generation?

A top-of-the-funnel contact (individual or business) who has shown potential interest in your company's product or service is referred to as a sales lead.

Although the two terms, Sales Prospecting and Lead generation, are often used interchangeably, they are not the same.

To claim that leads and prospects are interchangeable is like stating that a delicious cheeseburger and a vegetarian burger are the same.

Yes, they're both "burgers" made to satisfy your hunger.

When you take a bite, though, you'll notice the difference. A vegetarian burger is tasty, but nothing beats a juicy cheeseburger.

A similar idea may be used for leads and prospects.

Prospects and leads are both parts of the sales process and have expressed various levels of interest in a product or service. While a lead shows interest by providing information in exchange for gated content, a prospect has to meet a set of predetermined criteria.

Lead generation is typically a marketing function. It's the initial stage in the sales process, as well as a long-term plan for growing your sales funnel.

Importance Of B2B Sales Prospecting

B2B prospecting is crucial to any company's growth. Your sales operations are the heart of your company, and B2B sales prospecting ensures the good health of your company. Here’s why you should be prioritizing B2B sales prospecting.

Fills the Funnel Consistently

B2B prospecting offers high-quality leads to fill your sales funnel. Prospective customers are constantly looking for services and products, which means you'll be able to locate them without even trying!

More Effective Outreach

For optimum efficacy, B2B prospecting ensures that your communications are delivered at the correct time, to the right prospects, and through the proper channel.

Quicker Qualification

B2B prospecting allows you to quickly weed out leads who aren't interested in your products or services.

Shortens the Sales Cycle

Effective B2B prospecting shortens the sales cycle, making it more productive. It also leads to a higher number of closed deals.

Higher Lead Quality

B2B prospecting is a method of bringing high-quality leads to sales. Your conversion rate will improve as a result of this.

How To Improve B2B Sales Prospecting

Prospecting is an important aspect of a salesperson's job. According to HubSpot's 2021 Sales Enablement Report, sales prospecting is the most challenging part of the sales process for 40% of salespeople. To help you out, we have highlighted some effective strategies.

1. Generate Ideal Customer Profile

How does your dream customer look like? If you do not know who you want to attract, you are going nowhere.

When salesmen are unable to clinch a deal, they frequently contact the wrong person. To avoid this, every B2B sales process should start with thorough research on the possible pool of prospects.

You also need to define criteria for ICP and buyer personas, such as their job title, industry, company revenue, business goals, key difficulties, hobbies, and so on.

The firmographic data of the targets, such as their company size, employee count, or yearly turnover should also be included in a B2B customer profile.

2. Use Account-Based Marketing to your advantage

Account-based marketing is a targeted strategy to B2B marketing in which marketing and sales teams collaborate to identify and convert best-fit accounts into customers.

Marketers are always battling for the attention of potential clients in this age of information abundance. As a result, businesses that wish to maximize their return on investment (ROI) should concentrate on high-value accounts, taking into account penetration, marketing penetration, and branding into account.

In an ITSMA survey, 87 percent of B2B marketers said their ABM activities outperformed their other marketing investments in terms of ROI.

Account-based marketing works in the same way that sales do, putting marketing and sales teams on the same page in terms of accounts and how to target, bring them to the table, and close the transaction.

The inefficiencies of producing leads that aren't in the proper accounts or don't satisfy your ICP cause a lot of frustration among sales and marketing teams. Studies show that ABM reduces sales time spent on unproductive prospecting by 50 percent.

3. Leverage Social Selling on multiple channels

Now let's move on to the most recent prospecting craze: social selling. Is it just a whim or something you should start doing right away? According to Forbes, 78% of Salespeople using Social Media outsell their peers.

What if, out of 100 prospects, 30% would only respond to an email, 30% would respond to a phone call, 30% would respond on LinkedIn, 5% would only respond on another social media platform, and 5% would never respond?

What would you do if you want as many responses as possible? That's right, give them all a shot!

For B2B, LinkedIn is the hotbed of prospects as it is the most widely used social networking platform for professionals. If you use LinkedIn Sales Navigator and Social Selling Index together, you can unlock all sorts of insights about your prospecting performance and potential improvements.

4. Develop a strong email marketing strategy

Email marketing creates $44 for every $1 invested, a 4400 % return on investment, making it one of the most effective ways to contact prospects. Emails are an excellent method to keep existing clients informed about new products and improvements in your company (increasing customer retention).

They also encourage new prospects to purchase what you are offering them. When utilizing this channel, make sure your email does not end up in the spam folder, as this has a negative impact on B2B sales conversions.

To improve your sales prospecting through email research about the prospects’ business and roles. Find a reason to connect, that is a problem your prospect is facing, and how you can solve it. This will help you to personalize a pitch that resonates with your prospects.

5. Be the Maestro of cold calling

Despite the common assumption that cold calling is dead, it is still one of the most effective ways to convert leads when done correctly. In fact, 57% of B2B C-level and VP-level customers prefer to be engaged via this channel.

So, what makes cold calling so effective?

The major reason is that people are social beings, and cold calling is the sole route that allows the salesman and the prospect to have a personalized real-time human connection. Your B2B sales will skyrocket if you understand how to engage your prospects in a discussion during a cold call.

The best way is to provide value and ask for nothing in return. Instead of scheduling a follow-up meeting, you might offer to do an audit on their social media presence and get back to them within a week with your findings.

6. Draw a balance between quantity and quality

Always seek high-quality leads who are likely to buy your product, but keep in mind that the quantity of fresh leads is also crucial. Don't spend too much time on any one prospect in the early phases of your pipeline because you can warm them up later in your follow-up cycles.

You can use automation tools to accelerate the prospecting process. But sometimes these tools involve risks of ruining your inside sales effort. While technologies like auto email sender and pre-recorded voicemails might help you achieve a greater quantity, they can also overlook the importance of personalization in sales.

We advise using tools like OutReachBin that can offer greater personalization in your outreach rather than relying just on automation to draw a balance.

7. Ask questions to prequalify the leads

In a typical B2B company, 50% of the potential clients that meet your ICP may still be a poor fit for whatever you offer. This implies there's a good possibility you'll contact the wrong individual.

Prequalify every lead after the initial contact by asking a few easy questions to reduce the number of unqualified leads moving further down the sales pipeline:

what buyers want to talk in sales call chart
Source: HubSpot

You can ask more questions following the NOTE method, introduced by Sean Burke, the former CEO of KiteDesk before you get started:

8. Demonstrate your business using video

There are a variety of reasons why videos have become so important in the B2B sales process: they are interesting and amusing, offer a high return on investment, clients prefer viewing videos to reading about products, and they enhance the probability of closing a sale by 1.8 times.

This does not imply that you must create a YouTube channel or a TikTok account right now.

Consider sending personalized videos to your prospects' emails, or include some short video material in your blog. If you're ready to share some of your business knowledge with people, you might even want to launch a webinar course.

9. Ask for referrals

People influence people. Nothing influences people more than a recommendation from a trusted friend.

“A trusted referral is the holy grail of advertising” – Mark Zuckerberg.

Referral marketing helps you to expand your reach by taking the help of your clients as brand ambassadors.

While some places and situations are just off-limits to traditional advertising, your customer's ability to tell a friend or coworker about a wonderful product or company has practically no bounds. Customer recommendations will also enable you to grow your client base because many people have a diverse network of contacts.

By using B2B referral marketing, 87% of sales marketing efforts are successful, whereas just 42% of sales marketing efforts are successful without it.

10. Don't forget to follow up

If you get a positive response to your pitch on your first try, you're either incredibly lucky – or very skilled at your profession. However, in the vast majority of situations, you will receive no answer at all. This should never be a reason to abandon your outreach efforts.

Follow up with an email, contact them again, and make sure you are completely prepared for your next talk when they are ready to make their next move for excellent B2B sales prospecting.

Develop a follow-up plan that works best for your company, and utilize follow-up templates to make your approach more consistent and to provide better results.

follow-up email template
Template from Dhruv Patel at SalesHandy

11. Invest in the right automation tools

Sales representatives have a difficult and time-consuming job. Worse still, not all clients who express an interest in purchasing will do so, either because they are not fully prepared and are waiting for the right moment, or because they are seeking cheaper alternatives.

You'd be always on the lookout for a way that would save you all that time and effort. This is where sales prospecting software with sales automation comes in handy. In certain ways, it improves the effectiveness and impact of the sales cycle.

For example, OneMoreLead allows you to add criteria that your target prospects must meet at data entry points, and it will provide a list of those prospects together with all of their verified information.

Final Word

Certainly, B2B sales prospecting is difficult but with definite strategies and tools, you can make it easier for the team. OneMoreLead is the right option for you if you're searching for a single place for your sales teams to prospect, develop lists, and qualify leads.

OneMoreLead offers access to a database of over 40 million verified B2B prospects, allowing you to quickly discover the ideal customer for your product or service.

What are you waiting for? Sign up on OneMoreLead today!

The Ultimate Guide to B2B Sales Prospecting in 2022

b2b sales
Image from Unsplash by Cytonn Photography

B2B sales prospecting aims to discover potential clients and convert them to customers. You have to qualify leads, initiate discussions, and nurture connections to move prospects through the sales pipeline and finally close deals.

B2B sales prospecting aided by sales technology can help you optimize prospecting activities quickly. It will allow you to channel your resources to other areas of your business that need them the most.

In this article, we’re focusing on prospecting strategies, recommendations for enhancing the efficacy of the lead generation process of your team. We’ve also compiled expert tips on how to identify ideal prospects and explore ways to interact with your prospective clients.

What is B2B Sales Prospecting?

"Prospect" and "lead" are sometimes used interchangeably, confusing. Many believe that B2B sales prospecting is simply another way to describe B2B lead generation.

But that’s not true.

Lead generation starts with prospecting. Customers or clients who demonstrate an interest in your brand and your provided service are called leads. On the other hand, prospects are the potential clients who have not shown interest in your brand.

Generally, prospects fit your target customer profile. They are just yet to know about the existence of your brand. Investing in prospecting will open doors to new business opportunities.

Lead Prospecting vs. Sales Prospecting

There are just two kinds of B2B prospecting. Sales prospecting and lead prospecting. These two terms are not synonymous; hence, using them interchangeably is incorrect.

Lead prospecting

Identifying potential customers who are not interested yet in your service is the first step of lead prospecting. Appealing to these customers may result in a sale.

First, conduct research, initiate contact, and start creating a relationship.

The pre-screening process of lead prospecting lets you assess the potentials of companies.

Sales Prospecting

Conversely, sales prospecting refers to mitigating the existing leads. It is all about identifying the highest potential prospects from the existing ones.

Even after passing the qualification process, a company might fall out from the high potential criterion.

Existing contracts of a company might restrict it from taking your service. Or the business can prioritize other financial activities rather than buying your products.

Why Sales Prospecting Is Important For Your B2B Business

Sales Prospecting undoubtedly, adds a significant amount of value to your B2B business. Here is why-

Consistently generates sales pipeline leads

With your company's growth, you will find clients that will help you reach your revenue goal. However, you can not rest on these laurels because newer organizations are always stepping into your geographic area.

The number of startups is increasing each day. Therefore, the thought some B2B marketers held that they had approached all the potential clients is nothing but a fallacy.

Clients who might have been indicated interested in your service might be looking out for your solutions. When prospecting, you're gathering new revenue streams and inserting them into your sales funnel.

Enhances Your Lead's Quality

Marketing to business-to-business enterprises is complicated because you have numerous businesses to choose from.

Better sales prospecting consists of only bringing in higher-potential clients. Some of these customers may turn out to be non-converting ones.

However, by giving your marketers and sales personnel quality prospects to work with, you'll bolster your pipeline with niche-appropriate and buyer persona-specific organizations.

Grows New Businesses

Every firm is seeking the next leap, client, or breakthrough. This fixation on "next" can be overwhelming. Sales prospecting is a low-stress, systematic strategy to track your company's future while remaining focused on current activities.

Regardless of whether your possibilities pan out or not, you're guaranteed to have fresh new opportunities to work with.

Getting Started with B2B Sales Prospecting

Jamming your sales funnel with pre-qualified leads is easy. The immense confusion arises when you need to apply strategies to your marketing activities. Moreover, taking theoretical practice and using it practically is harder.

You can consider a few high-performing B2B sales prospecting strategies to get started.

Consumer Referrals

After you develop a relationship of satisfaction with your clients, ask for recommendations from them. The way your clients perceive your organization is essential to drive leads.

The organizations you are collaborating with are working with thousands of other organizations each day. Their recommendation will help you to capture these prospects.

Occasionally, You might obtain a list of businesses to contact. Your client may reach out to a few different companies to link you directly. Either way, these recommendations are a great way to build your funnel.

Social Media Platforms

You can use social media platforms both as a tool and as a sales prospecting technique. Either way, they are a great source of benefits in many circumstances.

These platforms allow you to define new prospects, beget inbound leads, or make your company widely known to other organizations.

LinkedIn is an ideal social media platform for the B2B marketing arena. Your activity on LinkedIn will allow you to attract inbound prospects and leads towards. It helps gather information about lead qualification to pitch strategy.

Following your prospects will let you understand their needs and queries better. Besides, it will help you to gain an insight into them through observation.

Research

While starting in a new market, any B2B marketer should begin with researching their prospects.

Look for insights about your target market and industry. Research about the buyer persona. Relate these with your geographic radius.

Learning more will help you to weed out lower-potential prospects while allowing you to identify higher-potential ones. Consider demographics and firmographics when selecting a company that meets your expertise.

You might have prospects from different market areas. But we recommend you to be familiar with one market compared to the others. This market is easier to pitch and convert. Therefore you should concentrate on the prospects here.

Researching will help you to find tons of potential clients. Moreover, when you have information about them before you contact them, it will be helpful to make a first impression.

However, specific details about them can only be perceived after the first contact. These include organizational aim, budget, intent to purchase, pain points. Your sales team can apply these tidbits to qualify or eliminate prospects from your database.

Email Prospecting

Emails are one of the advantageous communication methods. Therefore, B2B marketers are heavily dependent on it.

It is possible to outline the necessary details via mail that phone calls cannot provide. Besides, email offers a record that prospects can check at any time according to their convenience.

Emails should be personalized and relevant for the audience as much as possible. It helps to capture the attention of your prospect, enhancing the chances of further communications.

For example, to personalize email communications, you can add the prospect's name in the subject line. Moreover, short paragraphs enhance the readability of email. The inclusion of CTAs is beneficial to encourage the prospects to make a purchase.

Lead generating software like OneMoreLead can efficiently automate this process. It also allows you to maintain international regulations when it comes to data protection.

OneMoreLead collects relevant data after conducting security and privacy assessments. Failing to comply with these regulations might lead to loss of client trust and financial penalty.

Cold Calling

Cold calling may be stressful, but is still an efficient way to capture a prospect. Where emails have the chance to remain unopened by your prospects, through phone calls, you can build a deeper connection with them.

Besides, this allows you to define the prospect and segment them to make your marketing efforts more efficient.

Additionally, phone calls are a great way to build the first impression to convince the prospect to enter the sales pipeline. Therefore, make sure your representatives are well trained and well qualified to tackle any situation and answer every question.

Webinars

Informational webinars are a great chance to drive engagement with your potential prospects. It allows you to present yourself as a savior to your client's problems.

For instance, demonstrating case studies in webinars can help you create a great impression by cultivating the trust that you have the solution to their problems.

Apart from details regarding prospects such as name, information, job titles, webinars also provide behavioral data to support the sales prospecting process. By analyzing the engagement a prospect had with you during the webinar, segmenting and prioritizing would be easier.

If done efficiently, webinars are a great help to let your prospects define their problems and generate interest in your service. But this requires time and effort. Following up with the attendees via calls or emails will pitch sales in the long run.

Automation Tools

Along with the outlined quintessential strategies, verified lead generation and B2B prospecting tools can be a great source of help to catch sales prospects.

For example, OneMoreLead provides authentic B2B prospects to fit your service irrespective of the industry you belong to. With the right strategies and an efficient tool like OneMoreLead, you are sure to hit the revenue goal every month.

Why It’s Important To Follow Up With Your B2B Sales Prospects

The efforts behind a good presentation, meeting customer queries, and nurturing a relationship will go in vain if you don't follow up with your clients.

The reason behind this is, they are trying to reach their aim by using your product. Plenty of other companies provide services like yours. Therefore, even after a good presentation, you will eventually lose them if you do not follow up promptly.

Follow-ups are the necessary occurrence of every stage of the sales process. Therefore, please do not wait to follow up till you get to encounter them. Instead, consider following up after initial prospecting also.

For instance, after sending prospecting emails, flyers, and letters, check up on them over email or phone calls.

How Often Should You Follow Up With Your Prospects?

You should send your prospect a thank you mail, where you give a brief introduction of your service within 24-hours of your meeting. This also allows you to answer questions that remained unanswered in the presentation.

The second follow-up should be a call that you should schedule during your first meeting with your prospect. Rather than asking for a time to call, set a time and let them know that you will call them. Send an email to remind them about the scheduled call.

The third and essential communication is a follow-up call to know their decision regarding your service.

Why is defining the ideal B2B sales prospect so important?

Before you begin prospecting, you must identify the target audience and target market.

The patterns of your ideal customer can be identified by figuring out the following:

Similarities between these will allow you to draw a picture of your target customer. Moreover, it will help you to understand their priorities, pain points, and buying habits. These details can be used to shape your prospecting strategies.

Bottom Line

B2B sales prospecting is one of the most challenging stages of the B2B sales process. So you need to experiment, analyze, and research to decipher which works best for your team.

If you’re looking for a unified space for your sales teams to prospect, build lists, and qualify leads, OneMoreLead is the ideal solution for you. It offers a database of more than 40 Million verified B2B prospects, allowing you to easily find the perfect prospect for your product or service.

Get started for free today and save time, effort, and money on B2B sales prospecting!

20 Ways To Generate More B2B Sales Leads

calculating revenue in laptop
Image from Unsplash by Austin Distel

One of the most frustrating experiences for B2B marketers is putting a lot of effort and money into sales lead generation strategies and seeing no results at the end of the day.

If you are facing similar issues, don’t worry, you are not alone.

The majority of B2B companies are looking to expand, but find it difficult to generate a steady flow of qualified B2B sales leads. Studies show that 68% of the B2B companies face difficulties to generate sales leads. 42.1 percent of B2B marketers say that finding the right strategy, tactic, or offer to get leads' attention is the biggest challenge.

Hope you haven’t stopped reading by now. Don’t let these miserable stats discourage you from trying harder. To help you in your lead generation efforts, we’ve compiled a list of 20 brilliant ways to generate more B2B sales leads efficiently.

What Are B2B Sales Leads?

Business-to-business (B2B) lead generation refers to identifying and attracting potential customers for your product or service. A B2B lead is a company or individual you hope to convert into a paying customer for your products or services.

In the world of B2B sales and marketing, it is essential to have an effective lead generation program.

Why Is B2B Lead Generation Important?

It is important to remember that a good lead generation process does more than just acquire leads, it also accounts for customer loyalty and retention.

A strong B2B lead generation strategy can help you:

  1. Reach your ideal customers through qualified leads.
  2. Easily refocus or scale up customer acquisition programs.
  3. Create better quality content.
  4. Increase your conversion rates.
  5. Establish strong relationships with your existing and potential customers.
  6. Boost the Return On Investment (ROI) of your marketing efforts.

20 Ways To Generate More B2B Sales

Here are 20 B2B lead generation strategies and tools that will help you attract more traffic, clients, and customers.

#1: Engage with your website's visitors through ‘live chat’

Most of the visitors to your website are not ready to buy yet. So engage them, collect their information, and begin nurturing them. You can use live chat software to prompt website visitors to contact you regarding your products or services.

Live chat can dramatically increase your website's conversion rate as users can send you a message in real-time in the chatbox.

Being flexible and making yourself available to people searching for information and looking for your offerings can help you with the lead generation process, ultimately resulting in more revenue.

Having a website live chat means your visitors can ask any question and find the answer instantly, which can speed up the decision-making process.

#2: Send cold emails

E-mail continues to be an effective tool for generating and boosting sales leads in B2B sales generation. One of the great things about emails is that they can be used to engage cold leads.

There are over hundreds of email addresses in your database for you to contact. To convert these leads into qualified B2B sales leads, you must reach out to them.

Here are a few tips to take note of:

The combination of direct mail and personalization will help you stand out from competitors and close more deals.

#3: Increase Customer Referrals

A referral from a happy, loyal customer is most likely to improve sales. Set up a referral form and ask your existing customers to refer potential customers to you.

Nurture your current customers carefully and give them proper attention from the start of your business relationship. This will help you to build trust, and they will eventually be pleased to refer your services to their friends and partners.

Establish a network of referrals in-person and online. As you build a network with people in your field, consider offering them referral bonuses for each new client they refer to you.

#4: Develop effective landing pages

Your website should include high-converting landing pages for you to generate B2B sales leads. When a user clicks on a keyword search or Google advertisement, it should lead to a unique landing page that has a specific solution that the visitor is looking for.

To make your landing pages effective, you can do the following:

  1. Use powerful headlines and subheadings.
  2. Convey what your offer/product does and how it addresses a problem.
  3. Including a data collection form and a strong Call To Action (CTA).

#5: Host webinars

Attending and hosting events can become costly at times. Hosting your webinar or virtual event can generate a lot of sales leads without being risky. Besides reaching more prospects, hosting webinars can also provide you with a digital asset that drives referral traffic to your website for years after the event is over.

#6: Use Marketing automation

Using marketing automation tools can save you a lot of time, money, and effort. Marketing automation can streamline posting, commenting, emailing, and scheduling calls, so that you don't have to spend countless hours on these tasks.

Almost everything in your business process can be automated, from email marketing to social media posts.

It results in lead generation and follow-up that are automatic and cost-effective.

#7: Have meaningful conversations

The effectiveness of blog posts, tweets, emails, and newsletters cannot compare to the effectiveness of phone calls, video calls, and face-to-face meetings.

You can ask a potential buyer for a phone call if they ask about a feature you listed on your website, listing, or in an email. Show them how this feature can benefit their company.

As the buyer is comparing what you have to offer to what your competitor offers, this is the perfect opportunity to showcase what makes your product stand out.

#8: Enhance your SEO efforts

Content and SEO are two aspects of a marketing strategy. The purpose of SEO is to optimize a website to attract search engine traffic via organic search.

Improve your website's content, structure, speed, and backlink profile by investing in SEO. Using an agency can help you generate backlinks, improve your technical SEO, and determine the keywords you should target on your website.

#9: Develop relationships with B2B micro-influencers

For the B2B industry, reaching out to a micro-influencer and offering them a blog post or co-hosting a webinar can be very effective. They tend to have a very engaged and loyal audience, so you can expect to expand your reach and generate new leads who are eager to use your products.

#10: Answer Questions Thoughtfully

You can turn your buyers into B2B sales leads by answering their questions on forums. One of the best ways to get leads in 2021 is through Quora as your potential customers are already using it to ask questions you can give solutions to.

In order to effectively use Quora to generate leads, you should thoroughly answer relevant questions your leads need answers to and provide a link back to your website. Make sure to mention your product or service and showcase your expertise.

#11: Add Signatures to your emails

Surprisingly, a lot of marketers e completely overlook this crucial element of an email, which turns out to be an excellent lead generation technique.

Add signature to your emails and make it more impressive by including social media icons, a CTA for your demo, or any current promotion you wish to push. You may also consider adding a picture, as it eases your typical buyer's mind to be able to associate a face with the communication.

#12: Get the most out of LinkedIn prospecting

LinkedIn is the most popular professional network, so if you want to get full value from this network for professionals, start taking advantage of its advanced targeting options.

By using Lead Gen Forms and Sales Navigator, you can filter prospects based on a variety of parameters and target them with relevant ads and pre-filled forms. these two features will enhance your efforts and generate lots of brand new leads for you.

#13: Get Customer Reviews

Customers expect to see how others experience your product when doing business online. In this context, you should ask your customers to leave a review after they've completed the purchase. If you want to get even more results, ask your customers to provide video testimonials.

#14: Send out Newsletters and Blogs regularly

The content of blogs and newsletters should be rich and engaging for readers. Create educational and informative blog posts and articles to generate B2B sales. With a great blog, you can generate sales leads and links to your website. You can also maintain contact with existing customers by creating a newsletter.

#15: Engage visitors with Remarketing

Campaigns for remarketing can serve as great tools for targeting people who have already visited your website. The goal is to remind them about your brand and convert them into leads by displaying advertisements to them.

Visitors to your site will leave without converting for a variety of reasons. Display advertisements are a great way to retarget them so they return to the website and increase your conversions.

#16: Increase your social media visibility

Social media platforms have more than a billion active users every day. This creates a great opportunity for B2B marketers to generate quality sales leads by creating accounts on social media platforms their target audience is already using.

They can share articles, blogs, videos, images, and infographics and run social media contests or competitions to engage their followers.

#17: Optimize your website performance and add a pricing form to your website

Lead generation success significantly depends on the effectiveness of your website. Your organic traffic won't be converted to leads if your website takes a long time to load. You should make your site easy to navigate so that visitors don't get lost or confused while trying to find information.

Make sure that the website loads quickly, is responsive to mobile devices, and is easy to navigate.

To generate more B2B sales leads, you should also consider adding a pricing form to your website. By adding a pricing section, you won't have to worry about someone clicking away from your website because you didn't mention your pricing.

#18: Keep an eye on your competition

According to research, B2B companies that strive to provide a better customer experience than their competitors are more likely to grow fast and be profitable.

You can identify unsatisfied customers of competitors if you monitor their social media sites with an eagle eye. Offer your product or service as a free trial if you notice a customer criticizing a brand of your niche.

#19: Get in front of the camera

Your marketing process must include videos if you wish to increase B2B sales leads. YouTube can be a good place to talk about your product's unique value proposition.

Videos get more views, engagements, and shares than other content formats. Hence make video blogs and link them back to your article. A YouTube link sends a really strong SEO signal to the search engines.

#20: Leverage a platform that can help you gain more sales prospects

Prospecting can help you identify customers who fit perfectly with your business. This involves finding leads who need your product or service to solve their challenges and pain points.

One of the best tools for generating leads is OneMoreLead, which provides verified leads in its database. You can simply set your parameters and let OneMoreLead build the lead list for you.

No matter your industry, you'll find the right match for your product or service from an extensive database of more than 40 million verified B2B prospects.

Final Word

The sales lead generation process for your B2B business shouldn't be complicated. With OneMoreLead, you can make prospecting a simple and straightforward process, which can help you cut down your sales prospecting time.

Combining the tips above with OneMoreLead will put you right on the path to success.

So what are you waiting for? Sign up today and start generating leads that convert and drive revenue!

B2B Lead Generation: The Ultimate Guide

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Lead generation has to be one of the most challenging tasks for B2B marketers. With the increased number of tools available to make B2B lead generation easier, marketers are looking for new approaches to cope up with the changing business landscape.

The new challenges demand effective strategic planning and execution, along with in-depth analysis and implementing the right tools. Moreover, building a trustworthy relationship with every client and prospect is also vital. These are the pillars that help a company hit its revenue goal every month or quarter.

In this article, we’ll guide you through the process of lead generation and help you craft a lead generation strategy that helps you grow your business in the long term.

Understanding B2B Lead Generation

Lead is a potential customer who seems interested in your provided service, and converting this potential client to an actual one is the process of lead generation.

Therefore, the first task for marketers is to identify the potential customer group.

Finding the target audience and converting their interest to willingness is the key to a successful marketing strategy. Even if you are unable to convert them to your service now, it is vital to collect the relevant information of your potential clients.

Usually, every B2B company has different criteria for generating leads. This depends on the type of product or service your company is offering. Businesses often take an omnichannel approach that covers both online and offline marketing channels.

While paid advertisements are quite effective, organic channels such as email marketing, content marketing, social media marketing, event marketing can be equally efficient. Moreover, a well-developed and organized website can help you to generate interest in people towards your business.

Why B2B Lead Generation Is An Absolute Necessity

B2B lead generation is the key to growing your business. Because the leads are your target audience who are genuinely interested in your product or service. Spending time behind creating content that will attract the attention of your target audience will also help you boost brand awareness.

Without a solid lead generation strategy, it is nearly impossible for any B2B company to grow and expand.

The Internet has made things more accessible than before in every aspect of our lives. Even in the business world, it has a massive impact. B2B lead generation is wholly focused on the Internet, and so is the process of converting them into clientele.

Engaging with people is now easier than ever because of the plethora of options of communication. A nicely designed website also contributes a lot in this aspect. A well-built website not only makes a positive impact on people’s minds, but it also makes your service easily accessible to the customers.

B2B Lead Generation: The Type of Leads

While every lead is a potential client, there are different criteria for leads as well. These can be categorized into hot, warm, and cold leads.

Hot Leads

These types of leads are the strongest leads of any company. They show strong interest in your provided service and are ready to invest in your products. They find their way to you from your created content because they actually require the service you are providing.

Content is the bait that hot leads are attracted to. Therefore, it is essential to spend a significant amount of time and money on content creation. Sometimes, hot leads find out about your service through warm leads as well.

Warm Leads

The leads that have interacted with your brand before are considered warm leads. The interaction might happen through visiting your website, signing up for email, or watching and downloading the content you provide online.

These types of activities portray that the lead has a genuine interest in your service, and hence there is a high chance that they would like to make a purchase from your business.

Cold Leads

Cold leads are the type of leads that usually have a lower conversion rate than the other two types described here. These types of leads do not find out about your service. Instead, the service providers connect with them. These leads are usually generated by some third-party lead generator.

A cold lead of a company does not tend to have any knowledge about that particular company. Therefore, they are the hardest to convert into clients.

Getting Started with B2B Lead Generation

Set Up a Website

First things first, set up your website. Then, focus on the website’s design and optimization. Hire a good designer.

Websites are like online stores. Offline stores are closed after a certain period and accessible to only a group of people.

In contrast, online stores do not have restrictions as such. Therefore, to drive sales and lead generation, make sure you have an excellent website that runs on every platform.

Identify your Customer Base

Before starting any marketing activity, identifying the ideal customer base is essential. Do some research online on who your potential customer base is. Identify their traits, analyze how you should approach them, create a database containing information of these prospects upon your research.

Create an automated email list

The B2B marketing world still strongly requires email marketing. Setting up an automated email list with an efficient email marketing tool can make you stand out. Automated email lists help to gain a good relationship with existing clientele and create a positive impact on prospective leads.

Create Engaging Content

Content creation is a way to showcase your knowledge to your clientele and gain the attention of prospective leads. In-depth content focusing on your field will help you achieve the trust of prospective leads that will convert them into your customer.

Additionally, search engine optimized content will allow your website to rank higher in search engine results that will help your business to gain recognition. This type of marketing will make the leads opt for you over your customers.

Establish A Social Media Presence

Social media is the perfect place to start branding and promoting your services. Marketing on social media is free of cost, and it’s still one of the most efficient marketing channels you’ll find.

People generally spend most of their time using FaceBook, Instagram, Twitter. Therefore, making an effort to establish your social media presence will help you increase your audience organically, and make it easier to boost engagement with prospective leads.

B2B Lead Generation Strategies To Consider

Picking the right approach to generating B2B leads depends on a few factors, such as company size, product or service type, industry, and more. While Inbound and outbound marketing is two of the most talked-about concepts in B2B lead generation, you might want to consider other strategies like paid lists, PR campaigns, and more.

Inbound Marketing

Inbound marketing largely depends on the type of content you are providing. Your content needs to speak for your brand. Web design, webinars, social media marketing, email marketing are the baits to capture warm and hot leads.

Outbound Marketing

Outbound marketing helps you convert cold leads into warm or hot leads. This is also known as "interruption marketing" as it pushes your brand's message to people who were not searching for it.

Activities involved in this type of marketing include email marketing, telemarketing, prospecting, appointment, call guide, etc. These efforts will nurture leads that might turn into your clients.

Paid Lead Lists

You can also hire a third-party lead generation company to provide you a lead list. However, while going for this approach, make sure the agency you are hiring is trustworthy because inaccurate and insufficient information can have a massive impact on your B2B lead generation efforts.

Events

Attending shows, doing webinars, and campaigns can help you generate leads for your B2B company. Organizing events promotes your service and creates hype about your products. Moreover, it helps you to get attendees information that you can add to your lead list.

Reviews

A company's greatest achievement is when the customer speaks for their service. It grasps attention and creates trust among potential customers.

When potential customers visit your social media page or website, they are highly likely to look for reviews from previous buyers.

Gathering reviews will help you spread word-of-mouth and boost your credibility. To maximize your chances to attract positive word of mouth, you have to ensure that your customers have an amazing experience with you that is worth referring to others.

PR Campaigns

PR is usually done to attract media attention. Charity events, press releases are the best to gain the limelight. Sponsoring events can also help to create brand awareness.

Although direct emails are a bit old-fashioned, they can also be quite effective in generating B2B leads.

B2B Lead Generation Tips To Get Quality Leads

B2B Lead Generation Tip #1 - Create High-Quality Visual Content

Visual content on your websites or platforms like YouTube works like a charm when it comes to lead generation.

Why? Well, think of it - most of the time, when you are unaware of something, what do you do? Google it, right?

Keyword optimized, in-depth written and visual content will help you create a positive impact on your customers’ minds. Besides, it will also help you rank your website higher on the search result.

B2B Lead Generation Tip #2 - Host Giveaways

Free giveaways are a brilliant way to create brand awareness, along with gathering information about your prospects.

Giveaways not only help you create a massive list of leads but also helps you to understand who your target audience is. Giveaways are easy to run on multiple platforms simultaneously, creating massive brand awareness and driving lead generation.

B2B Lead Generation Tip #3 - Add a relevant Call to Action

Call to Action is more important for B2B lead generation than you realize. Phrases like ‘Visit us today’, 'Click here to know more’, creates an urgency among potential customers, which triggers a response from them.

Call to Action not only effectively generates leads, but also boosts your chances to convert these leads into customers. Make sure you’re making the right placement of CTAs in your emails, websites, and social media posts.

Social media platforms like Facebook and Instagram allow you to add CTAs using a widget or button in “Stories” that redirect the leads to your landing pages.

B2B Lead Generation Tip #4 - Conduct Review Campaigns

Review campaigns such as "15% discount on next purchase upon providing review" will work as an incentive for customers to provide feedback on your service. Furthermore, offering discounts using Promo Code or Referral Codes can also boost your chances to get more leads.

B2B Lead Generation Tip #5 - Use the right Lead Generation Tool

Using the right tools for your lead generation efforts not only saves your time but also makes B2B marketing easier for you. You can find a lot of marketing tools that offer a range of features, and come with multiple pricing tiers.

We recommend our powerful lead generation platform OneMoreLead. With OneMoreLead, you can get access to a database of more than 40 Million verified B2B prospects. It provides data with key metrics that help your sales teams create more detailed and qualified lists.

Final Words:

While B2B lead generation is easier than ever, it has also become more competitive than ever. This makes having a robust lead generation strategy for your B2B company more important than ever.

Get your B2B lead generation efforts up and running with OneMoreLead. You can set your parameters and OneMoreLead will build the list for you, saving you time, effort, and resources. Sign up today and start building lists that convert!