November 7

B2B Sales Prospecting Database Segmentation With Email

Somewhere in heaven there is a magical phone. Each time a salesperson picks it up to dial a prospect, the person on the other end answers and is actually highly qualified. In fact, she wants to talk about buying what the sales person is selling.

What if that phone existed? What if instead of working your lead list database, dialing for dollars and spending most, if not all of your first sales contact qualifying a prospect, you could come to work and have the hottest prospects identified?

What if you already knew if the prospect was a hot prospect, warm prospect or cold prospect? What if you already knew what their interests were, with regard to your product or service? And what if someone could tell you their hot buttons?

Would that make your sales prospecting efforts more efficient and effective? Would that result in shorter sales cycles and increased closing rates?

Behavioral Database Segmentation

Actually, that mythical phone — it does exist — but it requires a little sales prospecting strategy combined with marketing automation software to get there.

If you have email addresses associated with your leads and you have permission to email those leads, you have the makings of a digitally powered B2B Sales Prospecting system that will reduce your sales cycle and improve your sales conversion percentages.

With those emails and and a well planned Behavioral Email campaign, you can let your prospects’ own behaviors help you segment them into hot, warm and cold prospects. And in doing so, those behaviors help you discover the needles in the haystack of your database.

By strategically planning the content of your email campaign and the sequence by which individual emails are sent, you can create a behavioral data trail full of invisible fingerprints that once analyzed, will provide your sales team with a highly segmented database; dramatically improving the ROI of your sales prospecting efforts.

Learn How To Build A Behavioral Email Program

Recently, I presented an overview of this sales prospecting approach to the fine folks over at the Content Marketing Institute via their ContentTECH Conference. The talk, Aligning Marketing Automation Platforms & Content Strategy to Create Leads Sales Can't Live Without, was a huge hit. Luckily, we recorded the audio and slide show so I can walk you through the same overview. 

If you have about 35 minutes to spare, less if you speed up the replay, you too can see if you should launch your own Behavioral Database Segmentation program. Just fill out your First Name and email below to receive a link to the streamable version of the webinar.  

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