When you are generating leads for a B2B sales, what is your strategy for identifying potential prospects before making the first call?

When generating leads for B2B sales, identifying potential prospects involves a structured strategy that ensures high relevance and a better chance of conversion. Here's my approach:

1. Define Ideal Customer Profile (ICP):

Identify key characteristics of the target business:

• Industry: What sector are they in?
• Size: Based on revenue, number of employees, or market presence.
• Geography: Focus on specific locations.
• Pain Points: Challenges the prospects face that your product or service can solve.

2. Leverage Tools for Prospecting:

• Use platforms like LinkedIn Sales Navigator, Crunchbase,  and Hunter.io to filter and find relevant prospects.
• Company directories and tools like Google Maps help locate businesses in targeted locations.
• Job Boards can reveal companies hiring for roles relevant to your product.

3. Research Decision-Makers:

• Identify key decision-makers such as CEOs, founders, managers, or department heads.
• Focus on roles aligned with your product or service (e.g., marketing for ad services, IT heads for tech solutions).

4. Validate Contact Information:

• Ensure the accuracy of emails and phone numbers using tools like NeverBounce, Hunter, or Snov.io.
• Double-check data to reduce bounce rates and improve deliverability.

5. Prioritize Prospects:

• Rank leads based on:
• Their potential value.
• Alignment with your offering.
• Their level of engagement or intent (e.g., interactions with your content or industry activity).

6. Gather Contextual Insights:

• Research the company’s recent activities, challenges, or expansions through its website, news articles, and social media.
• Understand their industry trends to tailor the outreach approach.

7. Segment Leads for Personalization:

• Group prospects by industry, company size, or role to customize outreach messaging.

8. Prepare an Outreach Plan:

• Draft personalized and value-driven messaging for initial contact, emphasizing how your solution addresses their specific needs.
• Outline follow-up strategies for nurturing responses.

My strategy includes:

- Defining the Ideal Client Profile (ICP): Analyze industry, company size, location, and decision-maker roles.
- Using Targeted Tools: Platforms like LinkedIn Sales Navigator and Crunchbase.
- Cold Data Verification: Ensuring emails and phone numbers are active.
Segmentation: Prioritize leads based on potential value and readiness to buy.

When creating B2B lead lists, I begin with the ideal customer profile, which includes their industry, company size, location, and specific job titles or keywords. Then I use tools like LinkedIn Sales Navigator, Apollo, or industry-specific databases to find companies and decision-makers who fit that profile.

I also analyze competitors or similar businesses to see who their clients are, look for companies that are actively hiring for roles related to the product/service I’m offering, and research businesses involved in relevant industry events or partnerships.

Before making the first call, I make sure I understand their company well, the challenges they have, and how my solution can be aligned with the goals they have. It is all about making the outreach personalized and valuable!

When generating B2B leads, I like to start by getting a clear picture of who the ideal customer is—considering things like industry, company size, and location to pinpoint the best fit for my client’s services.

To do this efficiently, I use our own software, which helps me identify and reach out to decision-makers like CEOs or heads of sales in those target companies. It also enables me to filter based on growth signals—like recent funding or expansion—so I can prioritize leads that are more likely to be open to new solutions.

The aim is always to connect with companies where there’s real potential for a partnership, ensuring each conversation feels relevant and valuable for both sides right from the start.