B2B Sales Prospecting Marketing Test

B2B Sales Prospecting Marketing Test By Phone

B2B sales prospecting marketing
George Clay

Do-it-yourself B2B sales prospecting marketing test without hiring telemarketers or buying a prospect list.


That’s the beauty of  B2B sales prospecting marketing by phone.

You —not some budget approving committee seated around a table — decide where to market…and what your sales pitch will be.

B2B sales prospecting marketing

It’s test marketing B2B made easy — and YOU run the show!

You select your sales prospects, your markets and the products or services you want to test.

You Get Immediate Feed Back

And because you’re prospecting by phone and speaking-one-on-one with each decision maker you get immediate feed back on how your marketing message is “going over”.
Furthermore, you can revise your sales pitch at any time to see if your results improve…or decline!

B2B sales prospecting marketing
Follow Tested Direct Marketing Methods

For any business to business product or service you want to market you can use your phone to “test the waters” in ways that are practical, cost-effective and easy to manage.

Tested Direct Marketing 

It’s the same frugal but tested direct marketing strategy I use myself when prospecting for a client who wants to test my sales prospecting for their business.
Keep the test small.
Keep it simple.
And do not get talked into hiring telemarketers or buying a telemarketing list.
Instead, work the phones yourself and get a feel for how your lead generation test is working.

B2B sales prospecting marketing
Relax! This B2B Sales Prospecting Marketing Test Is Easy!

But don’t panic!

You will not spend long hours working the phones and making the calls.

Nothing like that.
Twenty five to fifty prospects will do just fine for your B2B lead development marketing test.

  • They can be prospects you’ve met at trade shows or business conferences.
  • They can be old customers who have drifted away.
  • Or they can be subscribers to your email newsletter.

Select these prospects first…all from your house list of existing sales prospects and new or former customers.
Begin your B2B sales prospecting marketing test with this list before you buy an outside list. See  links at the end of this post for further study on list selection.

B2B sales prospecting marketing
George Clay

And to keep you motivated here’s news on why it’s smart marketing for your business to work the phones and make these calls.

B2B sales prospecting marketing
Lead Generation B2B Phone Marketing in HARVARD BUSINESS REVIEW

It’s one thing for me to recommend B2B sales prospecting marketing by phone.
After all, over-the-phone sales prospecting is what my business is all about.
But you may find this HARVARD BUSINESS REVIEW article carries more weight.
Called COLD CALL TACTICS THAT INCREASE SALES is says cold calling “should be utilized by every B2B sales force.”
The article is quite clear and easily read. You’ll do yourself and your business a big favor by reading the whole thing.
But let’s return to getting YOU on the phone and making those calls.

Improve Your B2B Sales Prospecting Marketing 

B2B sales prospecting marketing
George Clay

Consider subscribing to my newsletter. That way you get updates on ways B2B Sales Prospecting Marketing can help your business grow —especially in this economy.

Also, go here for DMA 2012 response rate reports for lead generation marketing media. Plus this Advertising Age update on B2B phone marketing. 

 Also: Harvard Business Review reports on benefits of cold call lead development.
7 New Rules for Prospecting In The Age of The Customer

    •  survey of B2B marketers on lead generation media b2b report.