What 3 Months of Building ProspectSonar Taught Us About How B2B Sales Teams Research Prospects Discover the surprising truth about how B2B sales teams actually research prospects, straight from the founder of ProspectSonar. B2B sales research Sales Intelligence Deep Dives 2210

As the founder of ProspectSonar, I've spent the last three months building a B2B sales intelligence platform from the ground up. What I've learned about how sales teams actually research prospects has been nothing short of eye-opening. Let me share some of the surprises I've encountered, and what we're doing differently at ProspectSonar to address them.

As a B2B sales leader, you know how hard it can be to find the right prospects to target. With so many tools and platforms promising to solve this problem, it's easy to get caught up in the hype. But what if I told you that most sales teams are still relying on outdated, manual methods to research their prospects? It's a problem we've witnessed firsthand at ProspectSonar, and one that we're dedicated to solving. Our platform is designed to give sales teams the best chance of success by delivering high-quality, hyper-targeted prospects. But how did we arrive at this approach? What did we learn from building and observing a B2B intelligence platform, and how is it changing the way we think about sales research? In this post, I'll share three key takeaways that have shaped our approach to B2B sales research. By the end of this article, you'll understand the surprising truth about how B2B sales teams actually research prospects, and what we're doing differently at ProspectSonar to address the challenges we've encountered.

The Problem with Current Sales Research Methods

When it comes to researching prospects, most sales teams are still relying on manual methods that are time-consuming and often inaccurate. They're using outdated databases, scouring the web for information, and relying on colleagues to make introductions. But these methods are not only inefficient but also yield poor results.

At ProspectSonar, we've seen firsthand how these methods can lead to wasted time and resources. Sales teams spend hours sifting through irrelevant data, only to find that their target prospects are not quite what they seem. It's a common problem, but one that doesn't have to be.

According to our platform's user data, the average sales team spends around 10 hours per week on research, with only 1 in 10 leads yielding a response.

The Surprising Truth About How Sales Teams Approach Prospect Research

Despite the abundance of sales research tools on the market, most sales teams are still relying on manual methods to research their prospects. This might seem counterintuitive, but it's a problem we've observed consistently at ProspectSonar.

What's even more surprising is that many sales teams are not leveraging the data they already have to inform their research. They're not using their CRM data, for example, or leveraging the insights they've gained from previous interactions with prospects. It's a missed opportunity, and one that we're addressing with our platform.

At ProspectSonar, we've found that the key to successful prospect research lies in leveraging data that's already available. By tapping into CRM data, past interactions, and other sources, we're able to deliver high-quality, hyper-targeted prospects to our users.

How ProspectSonar is Changing the Game

The most significant takeaways from our three months of building ProspectSonar have been about the importance of quality over quantity in sales research. Rather than relying on large, stale databases, we're focusing on delivering high-quality, hyper-targeted prospects to our users.

Our platform uses AI-powered data enrichment to deliver insights that sales teams can use to inform their research. By tapping into CRM data, past interactions, and other sources, we're able to surface new prospects and opportunities that might otherwise go unnoticed.

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A sneak peek at the ProspectSonar platform in action.

Key Takeaways

  • The current state of sales research is flawed, with most sales teams relying on manual methods that yield poor results.
  • Sales teams are not leveraging the data they already have to inform their research, such as CRM data and past interactions.
  • ProspectSonar is changing the game by delivering high-quality, hyper-targeted prospects to our users, leveraging AI-powered data enrichment to surface new prospects and opportunities.

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