My 5 secrets for generating B2B sales meetings

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How to generate "industrially" sales meetings in B2B? Prospecting has long been the bane of salespeople. However, we know that prospecting and loyalty are the two lungs of turnover and that both are necessary, even if loyalty costs less. I'll let you in on a secret: I no longer prospect , or very little, because the methods and tools have evolved considerably at the same time as expectations and purchasing habits have changed (according to Gartner, there are 8 people engaged in a single B2B purchasing process). In a hyper-competitive context, how can you generate meetings with interesting and interested people? Here are the 5 secrets of the moment in this article.

In order of importance, here are the five levers for america cell phone number list generating B2B leads and developing your turnover .

The website: the appointment generation tool
We've been saying this for years. However, we still see many organizations with obsolete sites, beautiful certainly (sometimes), but to please X or Y and not really designed to generate audience and prospects.

At a time when buyers complete an average of 69% of the purchasing journey alone, not having a high-performance website is shooting yourself in the foot.

In industry, 80 % of the purchasing process is carried out online, even before the first contact with a salesperson ( Forrester Research ).



Please note, we are not talking about just any website.

Here I am talking about an optimized and efficient website :

armed to generate leads and appointments even during the holidays
with a real digital strategy and fresh content on a blog
levers based in particular on attraction marketing ( inbound marketing ).
customer case studies, resources to download to help your audience (persona)
an online calendar to book an appointment
backed by solid tools ( CRM , Marketing automation )


In short, your website must more than ever be your best source of business .