Great white sharks are probably the most recognizable underwater predators because they've honed their skills over thousands of years. They've spent that time growing and evolving to get better at targeting their food sources. We’re going to teach you how you can target prospects like a great white shark. Companies need revenue to survive, which means that sales and marketing teams need to excel at targeting the right prospects to feed the bottom line with monetary “food”. Sales and marketing departments need to hone their skills and evolve their selling techniques to avoid sleeping with the fishes!
Sharks are known for exceptional hearing by sensing electromagnetic pulses that other animals emit. Even if potential prey is completely still, a shark can pick up the sound of a beating heart from several miles away. Great white sharks are always completely aware of all of their food source options because they are actively listening for signals of life.
Similarly, marketers should be completely aware of where every potential prospect is in the sales cycle. By monitoring prospects throughout the funnel, they can listen for signs that leads are considering the next step in the buying process. Some signs may be:
- Asking for more information about what your product/service does
- Filling out landing page forms
- Downloading white papers
- Actively engaging with marketing campaigns
Speed and Maneuverability
Great white sharks are most known for their speed and agility when hunting. They remain on the lookout, conserving their energy, until they see the food source they want to go after. Once they've spotted their target they use a burst of speed to attack the prey – speeds up to 43 miles per hour!
Marketers also have to be agile while trying to nurture leads. When they see signs that leads can be moved further into the sales cycle they should offer valuable, relevant information to them through nurture campaigns. When your prospect shows interest in your product/services make sure that you take advantage of that opportunity as fast as possible or your competition will.
Though there are deep water sharks and cold water sharks, the great white shark tends to stay in shallow waters and close to shores. This habitat is where their primary food source, seals, gravitates to. When seals get into the water, they don’t see the great white lurking below, watching them and waiting for their chance to attack.
Like the great white sharks, B2B marketers won’t get the prospects they need unless they are in the right environment. How do you know if you’re in the right environment? Get to know who your customers and prospects are and what environment they are in! Have a data scientist, like ours at ZoomInfo, perform a detailed analysis of your B2B data. They’ll find out who your best customers are and uncover hidden business opportunities so you can hunt for prospects like a great white shark. With all the leads you'll get, you're going to need a bigger boat! Contact ZoomInfo today for more information at 866-904-9666!