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.  

Related Posts You May Like...

Painless Prospecting - the sales approach for people who hate traditional sales prospecting

Don't miss the next great article 

Subscribe today to get the best Painless Prospecting content delivered directly to your inbox.

About the author

Tom is 30 year veteran of the sales & marketing industry with a penchant for stiff drinks, good debates and showing others how to combine the power of digital platforms and technology with the science of persuasion to turn conversations into customers.

He is the founder of Converse Digital, a former contributing writer for Advertising Age, and author of The Invisible Sale regarded by readers as a "must-read for any marketing and sales team."

The Invisible Sale has been described as: showing the reader how to rip down the communication barrier between sales and marketing teams in an easy-to-digest look at how both teams can work together to attract, measure, and close prospects in today's online landscape.

In the book, Tom breaks down his entire business development process, honed over a decade of practice, to create the ultimate field guide for anyone tasked with creating an effective business development program for themselves, their agency, or company.

And for those seeking to learn more about the art and science of persuasion, modern digitally oriented prospecting, effective lead nurturing without becoming a nuisance and closing more business deals, Tom has authored hundreds of articles available via his Painless Prospecting Newsletter Archives.

He is also a highly sought after sales & marketing keynote speaker who has graced stages in 52 cities, 27 states, and 7 countries spread across 4 continents.

He primarily speaking on topics of sales, business development, social selling, social media and the power of consumer experiences shared via social media as the ultimate form of advertising.

Tom's probably best known for his incredibly successful, groundbreaking social media campaign to rebrand Mardi Gras from "girls gone wild" to "family friendly fun" using nothing other than social media. That work led him to create his signature tourism marketing keynote -- The Soundtrack of our Life: Leveraging Visitor Experiences To Drive Visitation.

Too learn more about Tom's most requested talks, or check his availability, visit his professional speaker page.

You can also follow him on Twitter or connect with him on LinkedIn.


painless prospecting, sales prospecting, social selling, social selling agency, social selling keynote, social selling workshops

Leave a Reply

This site uses Akismet to reduce spam. Learn how your comment data is processed.

  1. Pingback: 7-Step Post Conference & Trade Show Email CRM Marketing Progam | The Trade Show Online
{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

Want to chat?

Is there something we could help you with? Maybe a topic you wish we'd cover or maybe you have a specific challenge you'd like us help you with?