6 B2B prospecting technologies for sales reps

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Summary
More time to prospect
E-commerce scenario
1. Marketing Automation and CRM
2. ChatGPT and other artificial intelligences
3. Data analysis and big data
4. Lead generation tools
5. Networking and social media
6. B2B Ecommerce
Conclusion
More time to prospect
Technology has revolutionized the field of B2B customer prospecting for greece whatsapp database reps , making the process more efficient and accurate. With advanced digital tools such as data analytics, artificial intelligence and marketing automation , and B2B digital commerce platforms, these professionals have powerful allies in their day-to-day work. These solutions not only optimize time, allowing them to focus on more promising leads, but also personalize the sales approach to meet the specific needs of each customer. Thus, technology not only expands business opportunities, but also enriches the quality of interactions between reps and customers, establishing a new era in sales prospecting .

Traditionally, this prospecting process is just another activity that representatives carry out throughout the day, balancing time with creating and following up on orders and providing consultative services.

E-commerce scenario
Based on data provided by Forrester Research and E-commerce Brasil , it is clear that the B2B e-commerce landscape is undergoing inevitable transformations. In the United States, B2B transactions conducted by e-commerce are already twice the volume of B2C, with growth expected to reach US$1.8 trillion by 2023. In Brazil, although it represents only 1% of total B2B sales , B2B e-commerce already generates R$24 billion, showing significant potential for expansion.

The research also reveals that companies’ buying journeys are becoming more digital, with 76% of B2B purchases starting online, with research into products and suppliers. In addition, 93% of B2B buyers would prefer to be able to buy online, once they have defined the product and supplier. In the United States, 12% of transactions, or US$1.1 billion, are expected to occur via digital channels in 2020. These figures point to a clear trend towards digitalization of the B2B market, with high potential for growth in the coming years.

In this article, we will provide some ideas on how you can implement these technologies to speed up lead generation.

1. Marketing Automation and CRM
Marketing automation and customer relationship management (CRM) systems have revolutionized the way companies approach B2B customer prospecting . These tools allow companies to identify qualified leads, track the progress of customer interactions, and personalize communications based on the specific needs of each prospect. With automation, it is possible to reach a higher volume of leads more efficiently, increasing the chances of conversion.

But how?

You can create a sales funnel , classifying your customers and prospects according to their likelihood of becoming customers. But for this to work, you need to have a lead qualification process , which is a mix of customer information and the interactions they have had with the content you send them. Therefore, every time you find a prospect (potential customer), you can register them within these communication automation and CRM tools with the lead information. It is important to already have a communication automation created, so that leads will start receiving this content, increasing their score as they interact with the content.

What are these contents?

They can be photos of products with their practical applications and target audience… They can be tips on how to sell product X or Y, or even institutional or informative content about the market.

Thus, when accessing the CRM, the representative can prioritize those prospects that are most likely to purchase their products.

2. ChatGPT and other artificial intelligences
Artificial intelligence (AI) and machine learning are increasingly present in B2B customer prospecting strategies, even more so after the explosion that ChatGPT has brought about. Generative artificial intelligence is great for helping you create personalized and interesting messages to interact with your prospects. One tip we give to those who have never used it and are not familiar with the creative power of these technologies is to test it on Bing or on ChatGPT itself. The tip is to first contextualize some information about the customer, such as their name, age, tastes, which products they are most interested in, and then ask for a more humanized and concise message.

Also read: Revolutionizing B2B Ecommerce: How OpenAI's Custom GPTs Transform the Industry

These technologies also allow companies to analyze large volumes of data to identify patterns and trends in customer behavior. Based on this information, companies can segment leads more accurately, personalize marketing messages, and predict future customer needs. This helps streamline the prospecting process and increase the effectiveness of marketing campaigns.
You may also be interested in: How is Amazon using AI to enhance customer experience?

3. Data analysis and big data
Data analytics and the use of big data play a key role in B2B customer prospecting . By analyzing information such as purchase history, browsing behavior, and previous interactions with the company, companies can create detailed profiles of potential customers and better understand their needs and preferences. This allows companies to personalize their prospecting approaches , offering tailored solutions and products to each prospect.