How to prepare B2B prospecting ?


As a B2B business, one of the biggest challenges is to identify potential customers and to target them effectively. Fortunately, with geomarketing solutions like Smappen, this task has become much easier πŸ˜€

By using geomarketing tools, businesses can gather data on potential customers, analyze it, and target prospects more efficiently.

Let’s explore how to prepare your B2B prospecting using a geomarketing solution !

Define and gather data on potential customers

The first step in any successful B2B prospecting campaign is to identify your ideal customer. Start by looking at your existing customers and identifying commonalities between them. What industry are they in? How big are their companies? What geographic regions do they operate in?

These are just a few of the questions you should be asking to define your ideal customer.

Once you’ve identified your ideal customer, it’s time to start gathering data on potential customers that match that profile. This can include information on their location, company size, industry, and other relevant factors. Using geodata to collect this information will be of great help and the best way to carry out actions in your catchment area.

How to do it? πŸ˜‰

Let’s say I’m a software company. I want to prepare my commercial prospecting with tech companies. I built my catchment area about a 10 minute-drive from downtown Sacramento, CA,USA.

Catchment area in Sacramento - Population analisis

First, I know that my area contains 429,051 people. I can also know the average salary level and the gender distribution. I can therefore link this information with my ideal customer and potential customers sought in my catchment area.

Prepare your B2B Sales Prospecting


One way to use geomarketing for B2B prospecting is to identify areas with a high concentration of potential customers or partners.

To prepare your B2B sales prospecting, you can identify companies you want to attract. This is a critical component of any successful sales strategy.

On the same example, I want to spot technology clusters in my area. To spot them on the map, I do my search by type of business and services.

Out of the 59 spotted in my area, most of them are located very close to my company.

By visualizing companies on the map, you can optimize your sales territory and route planning. And by analyzing customer locations and travel times, you will also be able to create more efficient sales territories and route plans, which can help you reduce costs and increase sales productivity.

With Smappen, you can also export data you are interested in on an Excel file to use :Β 

  • Company Name
  • Phone number
  • Website URL
  • Address

Sort and import data if you need greater filtering precision.


You can import your lead data in the app.

Note: All data imported into Smappen is locally stored on your computer, in order to guarantee the security and confidentiality of your data.

Whether you are preparing client visits, Smappen can help you make your trips more profitable by defining prospecting areas.

Read our documentation to see how to import lead data 😊

After having imported geodata with leads location, I can spot them on the map. Then I can build my prospecting area around.

Develop and Optimize Targeted Marketing Campaigns


By leveraging data, you can gain valuable insights into your target market and create more effective marketing campaigns. This information can be used to create highly targeted marketing campaigns that are tailored to specific geographic regions or customer segments.Β 

For example if I’m a fashion retailer based in Santa Barbara, CA, USA. I would like to identify areas with high concentrations of potential customers in order to tailor marketing messages and promotions to those areas. My target audience is women between 40 and 60 years old with a fairly high income.

So you can have a rough idea of the number of leads you can send your marketing campaigns to.


By continuously optimizing your campaigns, you can improve your ROI and drive more revenue for your business.

Using zip codes to run digital campaigns is an effective way to reach the right target and potential customers.

You can also set up your cold calls and cold emails more easily by extracting data.

In conclusion

Preparing your B2B prospecting efforts using a geomarketing solution can help you identify potential customers and target them more efficiently.

By defining :Β 

  • your ideal customer,
  • gathering data,
  • analyzing it,
  • developing targeted marketing campaigns,
  • monitoring and optimizing those campaigns,

you can improve your chances of success and stand out from the competition !

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