4 Steps To Targeting A New Vertical for Your B2B

Ready to target a vertical?

Here are 4 things you can do to get started:

1. "Look Within" 👀

Start with your current book of business, find customer verticals that you have success with and want more of

2. "Get numbers" #

Use tools like IbisWorld.com to ensure the vertical is large enough to go after

3. "Know your customer" 💗

Interview current customers in the vertical to understand their buying journey

4. "Test campaigns" 💰

Launch sales and marketing campaigns targeting the vertical.  Leverage existing customer stories to establish trust quickly.

Have a great weekend!

CQ

Frequently Asked Questions

Why does "look within" come first when launching a new vertical?

Because current book of business already reveals customer verticals with proven success worth pursuing further, providing a real starting point rather than guessing at an unfamiliar market.

Why is checking the numbers with a tool like IbisWorld.com an important next step?

Because it confirms whether the chosen vertical is actually large enough to justify going after, replacing assumption about market size with real, data-driven confirmation.

Why does "know your customer" matter as a step before launching campaigns?

Because interviewing current customers in the vertical reveals their actual buying journey, insight into how and why they buy that shapes messaging and positioning far more effectively than assumption would.

What does "test campaigns" actually involve as the final step?

Launching real sales and marketing campaigns targeting the vertical, using existing customer stories as proof to establish trust quickly with new prospects in that same space.

Why does using existing customer stories help establish trust quickly with a new vertical?

Because real, relevant proof from within the same vertical resonates faster than generic marketing claims, giving new prospects immediate evidence that the offering has already worked for others like them.