It’s hard to be a B2B salesperson. And this, in all companies. Without exception. Even the most Nicaragua Email List and customer communication. What distinguishes them from bad salespeople is their ability to meet these 8 challenges. Let’s see how. Find qualified prospects. Before being a marketer, I was a salesperson. Very few people know this, but I started out by phoning and door-to-door selling banking products. It was this experience that convinced me that I was not made to be a salesperson and that my future would be marketing or not. It was in the mid-2000s. At the time, I already found that prospecting was not easy. What would I have said today?

Anguish! Policymakers admit it. They never respond to a sales prospecting call and prefer to conduct their buying thinking alone on the internet. A decision-maker only agrees to speak to a salesperson after having fully understood his problem and having a precise idea of ​​the solution he needs. Sébastien, my partner, and commercial since always explains it very well in his feedback on the evolution of commercial prospecting. It is essential to put in place an Inbound Marketing strategy that will allow you to attract qualified visitors to the Internet to convert them into qualified and mature leads that will be passed on to salespeople. Download our Guide to Switching to Inbound Marketing in 120 days.

How to prospect well in these circumstances?

As we have just seen, 90% of decision-makers admit never responding to a sales prospecting call. The same goes for prospecting emails. The problem is, too many salespeople are approaching prospects the wrong way. The way the B2B decision-maker buys has changed. It is imperative to review your posts. Prospecting does not mean explaining how beautiful your business is and how magnificent your solutions are. To prospect well is to help. Prospecting well in B2B means bringing added value to your prospects by providing them with key information that will allow them to answer the questions that arise in their purchasing journey. In this process, an e-mail or a phone call is no longer enough.


You must work on sequences of messages that will really feed the thinking of your prospects. Ask the right questions to prospects. Listening is arguably the greatest quality of a salesperson. The decision-maker expects a sales representative to make an offer that is perfectly personalized and contextualized to his situation. To meet this challenge, the salesperson must obtain all the information that will allow him to understand the needs, expectations, and pain points of his prospects. Too many B2B salespeople give in to the temptation to present their offers from the first exchange. Which is ultimately natural in view of the difficulties they encounter in finding prospects. Do not give in to this temptation!

Obtain a response from prospects

Skipping the steps will not guarantee you to sign faster, on the contrary. Asking the right questions, and taking the time to do so, is an investment that you will undoubtedly appreciate the returns on. In addition, marketing can help salespeople by transmitting information to them regarding the history of prospects’ behavior on the website or vis-à-vis the e-mailings they may have received. This naturally brings us to the next point. Collaborate with marketing. Prospecting is no longer just the business of salespeople. Marketing now plays a central role. Since the buyer wishes to carry out his buying thinking on his own and at his own pace, marketing must set up an Inbound Marketing strategy that will allow him to do so.

Since the salesperson must take the time to personalize and contextualize his approach, marketing must send him qualified and mature leads so that he allocates to this approach the time that he will save by not prospecting. But for all of this to work, it’s essential that marketing and commerce work hand in hand. And that, you know, the two services aren’t really wired to work together. To help you, I present here the 4 concrete actions to put in place to align marketing and sales. Find time. According to Forbes, an average salesperson spends only 36% of their time selling. The rest of the time, he is forced to perform administrative tasks such as maintenance reports or performance reports.

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