Prospection is the most important and time-consuming phase of your business development, it has to be well-prepared to be efficient and quickly generate new business opportunities.

Wether you’re in charge of your corporate strategy or business development manager over a territory, the success of your prospection campaign will depend on two pilars: your targeting process and your knowledge of your prospect market segment..

Related Industries

Even more in our industrial, B2B environment a good targeting is crucial to position your company. High “safety” standards, High CAPEX, Multiple decision-makers, Long cycles, exploded industries many points make these industries difficult to address and a structured approach mandatory.

Market segmentation

The first step consists in defining its targeted industries and segments according to your knowledge of the environment, your experiences, and references. Usually, industries are related and therefore the know-how can be duplicated from one industry to another. On the other hand, there is a lack of information on an industry that you are targeting, you will have to go through a market and technological study. Objective is to know if it makes sense to focus on this segment, given its potential.

Rank your targeted market segment

Once your targeted segments are identified, next step will be to rank them in priorities. Based on criterias such as target market potential, the competition in place and knowledge of the environment to evaluate the most relevant segments. It will benefit your team and help them manage their effort and be efficient in their prospection.

Multi-decision makers

Finally, define the right contacts in the organization. We are in industries where decisions in terms of selecting a new supplier are made by several people (Buyer, quality, engineer, management, etc…). It’s important to list all the contacts that could be relevant in each organization before starting its prospection. Each contact has their own vision of the projects and can be a gateway in the supplier panel.

Since 2007 we constantly reviewed our targeting process to always have the most structured approach for our customer. It benefits the corporate strategy of our clients but also the entire sales process by bringing professional manners in sales.

Contact us to discuss your development strategy with our experts: contact@surfeo.eu