EasyBusiness: Transforming B2B Prospecting for SMEs

28 July 2025

Customer prospecting in B2B sales, if managed correctly, is a great way to develop a company’s client portfolio. Digital prospecting is an opportunity to leave your comfort zone and go off the beaten track.

The data collected during prospecting can be used to revise a commercial strategy to enter new markets by going where the prospects are. For example, a company that decides to go digital and use an online prospecting solution such as EasyBusiness will be able to find, attract and sell to customers outside its usual territory, offering and expanding sales on a national and international scale.

In addition to this, there is another need to strengthen B2B prospecting: it’s a constant need to find new customers to compensate for those who leave. It has been reported that the average company loses of 10% to 25% of its customers each year.

Finding New B2B Prospecting Tools and Solutions

These days, cold prospecting is becoming increasingly difficult. Efforts spent processing massive amounts of information in search of new prospects and leads, writing emails or making calls can be time-consuming, especially if they don’t yield tangible results.

According to a HubSpot report, 63% of sales professionals still practice cold outreach, while 42% of B2B sales pros say researching a prospect’s company to determine its challenges and opportunities is the most effective way to make the sale.

If you want to stay competitive, you need to rethink your approach to prospecting of today.

Here are a few criteria to consider when selecting a prospecting tool:

• Up-to-date and reliable data to save time and increase efficiency.
• Structured data so you can easily find and range the information you need.
• A clear picture of your target customers thanks to an organizational chart.
• Assistance in email writing (e.g., through GPT chat integration).
• Following all the latest news from your market to identify new business opportunities.

Transforming customer prospecting in B2B sales: Our tips

Meet EasyBusiness as a powerful tool for B2B prospecting, learn in details its features and benefits for SMEs aiming to segment and analyze markets, plan campaigns, and generate leads

Here are a few tips to help you maximize your approach to prospecting and achieve real results with EasyBusiness by Kompass:

1.       Identifying the right prospects and working with the database

Reaching your target audience with a minimum of time and effort spent is the pipe dream of any sales team. EasyBusiness by Kompass is the solution that allows you to generate lists of potential buyers across 70 countries in a few clicks using a combination of ready-made search filters. The information can be exported to a file and integrated into your existing CRM.

To identify the companies most likely to be interested in your products or services, the process can be broken down into several steps:

• Creating an Ideal Target Profile: First, you need to create a profile of a typical customer, also known as an ICP (Ideal Customer Profile). In the context of B2B marketing, an ICP represents a fictional company with ideal characteristics for buying your product. These characteristics include, for example, company size, business scope, turnover and location.
• Defining buyer persona: The identity of the potential buyer, or buyer persona, is another important element. Unlike a target profile, which focuses on the target company, buyer persona focuses on the decision maker. It includes elements such as job title, age, education level, and other social, demographic or behavioral data.
• Segmenting and analyzing markets to conduct narrowly focused audience targeting both for local and international business expansion.
• Generating targeted marketing lists based on profiles of ideal customers by combining available search filters.
• Meaningful lead generating with an AI-based semantic search.
• Tracking new prospects using buyer intention data via EasyTrack and a smart alarm system that lets you know and react quickly when potentially interesting prospects appear in a market.
• Responding to business signals that let you know about new company retargeting opportunities (decision maker staff rotation, entering new markets abroad, launching new products, etc.).

2.       Planning email campaigns

Email-campaigns are still one of the most effective methods of B2B prospecting for SMEs. Moreover, for your prospect, email has the advantage of being less intrusive than a cold call. Your customer is not bound by time limits and can open your email at any convenient time. You can create a database for such email campaigns and prepare the email-campaign by yourself with EasyBusiness, a solution developed to optimize all stages of B2B prospecting:

• Launch email campaigns directly in your online ‘My Space’ section.
• Customize the offer: think about a clear idea of what your product can do to effectively appeal to your prospects.
• Support an open dialog with potential customers. Don’t read them a non-stop monologue or a rehearsed speech, but listen to them to find out their actual pains and needs. Be prepared to face rejections and know how to handle objections.
• Track your customers’ progress through the sales funnel thanks to Sales Accelerator module.

3.       Telemarketing

Phone calls, or telemarketing, are a powerful sales weapon (yes, they still are!).

Once past the initial contact barrier, phone calls allow sales managers to connect with prospects in a more direct way than sending emails.

With EasyBusiness you will:

• Identify decision makers (department heads or senior executives) for companies, listed on the prospect lists.
• Export all the necessary data to an Excel file or import into your own CRM, using our connectors.
• Plan your telemarketing activities.
• If necessary, record telemarketing milestones and calendar in your online pipeline via Sales Accelerator

4.       English Doesn’t Always Sell

To successfully enter markets in a number of countries, it is essential that sales, email-campaigns or demos are presented in the language of the buyers. For example, in Spain and Latin America it should be Spanish, in France it should be French. At the same time in DACH (Deutschland – Austria – Confederation Helvetica) countries it is quite possible to make the first sales offer in English.

To sum it up

B2B prospecting should be considered as a continuous process of identifying and attracting potential buyers.

To ensure continuity, you should transform your approach and use digital online prospecting solutions with smart alerts and business signals on a regular basis, allowing you to quickly identify new prospects from your target audience and respond to changes in the company’s staff.

EasyBusiness by Kompass is just such a solution that facilitates efficient market analysis and targeted prospecting, enabling SMEs to streamline their sales processes on a turnkey basis. Take advantage of our free trial demo to discover its full potential.