Description

B2B sales cycles are often long and complex, involving numerous touchpoints and constant communication with various decision-makers. To succeed, it is crucial to effectively manage these interactions, personalize messages at each stage of the sales cycle, and maintain engagement with prospects until the deal is closed. Outreach is an excellent way to achieve this goal!

However, attracting new clients in a world where they are constantly solicited can be challenging. Avoid mass prospecting with overly generic messages, as this may alienate your target audience. This is particularly risky when your addressable market is limited, as you won’t be able to endlessly contact new people. Therefore, it’s essential to know how to stand out!

To achieve this, it’s essential to thoroughly understand the needs of your target audience and personalize every interaction throughout the process. Your product or service must be a true game-changer to spark the interest of your prospects! If you don’t understand how your product meets the needs of your audience, you won’t be able to adapt your copywriting, and your message will be perceived as a failed prospecting attempt.

In this use case, we will see how to attract new B2B clients, specifically targeting my persona: Sales professionals in the SaaS industry.

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Challenge description

For this use case, I need to contact B2B sales professionals for whom my sales automation solution would be useful.

Sales professionals have a very ROI-focused approach, motivated by time savings, money, and human contact. They simply seek to close as many deals as possible in the shortest amount of time. Therefore, I will focus on enabling them to get quick responses, thus maximizing their ROI by reducing their sales cycle time.

To maximize my chances, I will obviously focus on the channels where they are most likely to be present, namely those they use daily in their professional context: LinkedIn, email, and calls.

I start with Social Warming on LinkedIn using “like” and “follow” actions to get noticed by them even before our first exchanges. By gradually making myself known, they are more likely to respond or initiate a conversation and trust me, especially compared to a competitor.

On LinkedIn, I specifically use the “touch-touch” message method for follow-ups, which involves sending several short messages at intervals of no more than two minutes. This approach simulates human activity and adds a touch of authenticity to my contact efforts!

Finally, if after several messages I still do not get a response, I consider a phone call to try to reach them. Sales professionals are often on the phone and thus quite receptive to this approach, allowing me to differentiate myself and show them special attention.

Audience description

As mentioned, I will target my main persona, namely Sales professionals working in the SaaS sector within startups or small businesses.

To identify them, I use LGM Finder, our turnkey ABM solution directly integrated into La Growth Machine by filtering my searches by:

• Company size: between 10 and 50 employees
• Geographic area: France
• Industry: SaaS
• Job title: Sales and possible variations (Account Executive, Sales)

*The ABM search (LGM Finder) is included in all our plans.

When it comes to segmentation, it’s crucial to refine the search as much as possible, as it accounts for 80% of a campaign’s success. The finer the segmentation, the easier it will be to craft the various messages for your campaign.