B2B Sales Prospecting in a Post GDPR World
 2-Things Every Inside Sales Team Should Have
Written by, Greg Woodward on May 10, 2018
If you’ve been relying on automated email campaigns to generate prospects for your B2B company, then you’re probably going to have to stop.

This month the GDPR takes affect and for many B2B companies, this will impact sales prospecting.

The good news is that there are still highly effective methods for prospecting that aren’t impacted by the new regulation.  The bad news is that many Sales Development Reps (SDR’s) will need to sharpen or even learn a different set of skills.

Here’s two observations to consider;

In this new environment, SDR’s need to be masters at the art of cold calling.
Barring existing laws that govern cold calling which vary by country,  cold calling is one method of prospecting that appears unaffected by the GDPR. 

Over the past decade, cold calling has taken somewhat of a back seat to the influx of automated processes, social media and email templates.

To succeed at prospecting in this new environment, knowing what to say and how to say it is critical for influencing people and gaining access to decision makers within companies.

Automated mass email campaigns are dead. 

Many B2B companies are shifting back to using organic methods for sales prospecting. 
In large part, the success of these methods is a function of effective writing and communication skills.  

With the GDPR just around the corner, many entrepreneurs and business owners are confused and feel that some areas remain open for interpretation.

However, what is crystal clear from a sales prospecting standpoint, is that inside sales teams will have less chances to win their prospects attention. For that reason, their ability to cold call and craft deeply personalized communication is now more critical than ever. 

Disclaimer: This is for discussion purposes only. Woodward Strategies, LLC. is not qualified to provide legal advice of any kind and is not an authority on the interpretation of the GDPR or any other rule or regulation. To understand how the GDPR or any other law impacts you or your business, you should seek independent advice of qualified legal counsel.


Greg Woodward helps venture backed B2B companies optimize their sales prospecting for large companies and enterprise deals.  If you're a founder or business owner interested in empowering your inside sales team with a proven process to generate quality appointments with decision makers in your market, then definitely reach out and request a free strategy session today.
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