Prospecting is still the most important part of business-to-business sales, even though things are always changing. It is the planned way to find and get in touch with people who fit your ideal client profile (ICP). In a world where digital comes first, people’s expectations are changing. If you want to get high-value leads into your pipeline, you need to learn how to prospect in new ways. There are ten tried-and-true tips in this guide that will help you make your prospecting work better. It gets results that can be measured by using data-driven accuracy and communication that shows understanding.
Why methods of prospecting are important
The first step in making a successful sales pipeline is prospecting. It turns leads that aren’t qualified into prospects that are, which makes it more likely that people will talk to you and buy from you. Good strategies make sure that sales teams focus on customers who are likely to buy, which increases output and ROI. In 2025, buyers will want personalised interactions that are based on value, so prospecting strategies need to change to keep up.
Ten Important Ways to Get Leads for Sales
These ten tips use both old and new methods to get the attention of today’s smart B2B buyers:
- Use Intent Data
Overview: Intent data shows you what people who are actively looking for solutions like yours need right now.
Putting these leads at the top of your list will help you make more sales because it will show the buyer what they want. Find out more about marketing that is based on intent.
How to Do It: Use tools to find out what people are doing online and change your pitches to focus on those things. - Use Account-Based Marketing (ABM)
Overview: ABM treats each high-value account like its own market and runs campaigns just for that account.
Pros: Personalised plans make important prospects more interested and loyal. Look into ABM services.
Putting It Into Action: Get a lot of different people involved, figure out which accounts are the most important, and make new content. - Use Predictive Analytics
Overview: AI-powered predictive analytics look at data from the past and the present to find the leads that are most likely to become customers.
Advantage: It makes targeting more accurate, which saves time and money. Look at the predictive lead scoring.
How to Make It Happen: Use analytics tools with your CRM to put leads with a lot of potential at the top of your list. - Use syndication of content
In short: Share helpful information on a number of platforms to get the attention of people who might be interested in what you do.
Benefit: Uses thought leadership to get more qualified leads and reach more people. See how lead nurturing makes this better.
How to Make It Happen: Put whitepapers, blogs, or webinars on websites that your ICP goes to. - Master Social Selling
Overview: To make friends on sites like LinkedIn, be honest and say what you think.
Advantage: It helps you gain trust and get people who might buy from you ready to talk to you.
How to Do It: Talk to people who make decisions, share content that is useful, and leave comments on posts. - Host Online Events
Overview: Online events, like webinars and virtual workshops, bring in leads who are interested and make your business look like a leader in the field.
Advantage: It gives people a chance to get to know each other and follow up with each other.
How to Make It Happen: Use email and social media to tell people about events and give them helpful information. - Group your possible clients into groups
Summary: To improve outreach, put prospects into groups based on their needs, habits, or demographics.
Pros: Personalised messages make people feel more connected, which makes them more likely to engage.
How to Use It: Put leads into groups and make campaigns that are different for each group using CRM tools. - Use the channels that work best for you
Summary: Get in touch with potential customers where they spend the most time, like by email, social media, or cold calling.
Pro: If you get to know your customers and build a relationship with them through correspondence, they will be more likely to respond.
How to Do It: Look at the prospect data to find out what communication channels they prefer, and then make the necessary changes. - Get Referrals
Overview: Use your network to find new clients.
Advantage: Referrals bring in leads that are more likely to buy from you and trust you.
How to Make It Happen: Get the names of people who can help you from happy clients or contacts. - Set Aside Time for Prospecting
Overview: Make sure you stay focused and consistent by setting aside specific times for prospecting.
Advantage: It makes sure that the pipeline keeps getting bigger.
How to Do It: You should make time on your calendar every week, have clear goals, and not let too many things get in the way.
The Ultimate Guide to Getting New Customers
These steps will help you use these techniques in your sales process:
- Define Your ICP: Look at how people and businesses act to make detailed profiles of potential customers.
- Use tools that are more advanced: Use CRM, analytics platforms, and intent data together to get information that is based on facts.
- Make content that fits: Give details about the goals and problems of some potential customers.
- Switch on some channels: For the best results, use email, social media, and phone calls all at once.
- Watch and get better: To keep improving your strategies, keep an eye on your B2B sales KPIs.
Don’t do these things to make sure your prospecting works:
- Not Personalising: People these days don’t respond to generic messages.
- Not Using Data: You might not be reaching the right people if you don’t use analytics.
- Not Following Up Regularly: You might lose leads if you don’t keep in touch.
- Sending Too Many Messages: If you send too many messages to people who might buy from you, they might not want to talk to you anymore.
Tools and Resources for Finding Prospects Right Now
Here are some important tools that can help you get new customers:
- CRM Systems: Keep track of your contacts and potential customers with a CRM system like Salesforce or HubSpot.
- Intent Data Solutions: DemandNexus and other tools to help you find people who are ready to buy.
- Outreach Automation: Tools for scheduling meetings and sending email sequences.
- Analytics Software: AI-based tools that help you find and rank good leads.
For example, DemandNexus helps people find leads that will help them do well. DemandNexus and a SaaS company worked together to change the way they look for new customers. They got 35% more qualified leads in just four months by using intent data, account-based marketing (ABM), and social selling together. Integrated prospecting techniques work, as shown by a 25% increase in conversions from segmented email campaigns and personalised webinars backed by predictive analytics.
Conclusion
B2B teams can better deal with the problems of today’s markets by learning these ten ways to get sales leads. Businesses can build strong pipelines, long-lasting relationships, and long-term growth by using data to make decisions and talking to people. In 2025, use these tips to stay ahead of the competition.
Are you ready to change how you get new customers? Find out how DemandNexus’s cutting-edge solutions can benefit your business. Call now to set up a time to talk about personalised plans!
More Resources
- A Guide to Good Lead Generation Strategies for B2B Marketing
- Account-Based Marketing: What People Think
FAQs
- What are the advantages of using prospecting methods?
By focusing on high-value prospects, they speed up the process of finding leads, increase conversion rates, and help revenue grow. - What is the difference between finding leads and prospecting?
Prospecting is about getting in touch with qualified leads, while lead generation is about getting more people to see your business. - Why is it so important to make things personal?
By meeting the needs of prospects, personalised outreach builds trust and encourages people to get involved. - What does intent data do?
Finding leads who are actively looking for answers helps you get in touch with the right people at the right time. - How do I know if prospecting worked?
To see how well something works, keep track of things like the rate at which leads respond, planned meetings, and conversions.
