When I first started doing B2B sales, my company handed me a thick stack of leads and said: “Call this list of contacts. You can also find your own — lists are all over the internet.”

So, I sat in the office with a pile of phone numbers, dialing one after another. After a few days, I realized this method was almost useless:

·Some of the companies on the list had already shut down.

··Many phone numbers never got answered.

·The ones that did pick up were usually front desk staff or generic landlines—never the actual decision-makers.

That's when it hit me: the real issue isn't whether clients exist, but how to find the right ones worth developing.

This is the pain point for most B2B sales reps: client resources are never enough, and out of ten leads, nine often turn out to be invalid.

Most beginners put their energy in the wrong place. Many think sales is just about cold-calling random importers or exporters from scraped lists online—hoping to get lucky. But in reality, this method is inefficient and outdated for modern import-export development.

Over the years, I've switched industries and experimented with countless lead generation methods. Looking back now, I can say with confidence: the most reliable way to find quality importers and exporters today is through trade data.

Here's why trade data outperforms traditional methods:

1. Company background check – You can instantly see company size, credibility, and whether they are still active in import-export. This eliminates up to 80% of invalid leads right from the start.

2. Product-specific insights – Trade data shows exactly what products a company is buying or selling. For example, among 1,000 companies in the home furnishings sector, you can tell who needs beds vs. tables, or who is shifting toward smart home products vs. traditional furniture. Instead of blindly cold-calling, you filter first and then approach—making outreach far more effective.

3. Timing of demand – You can identify when a company typically restocks. Many salespeople overlook this. But pitching the right product at the moment of peak demand dramatically increases your chances of converting an importer or exporter into a client.

Let's look at an example. By searching PLASTIC DRUM on the Tendata trade data platform, you can quickly find SIGMA ALDRICH INC. that have recently purchased this product. From there, you can analyze their company profile, import history, and trade trends to determine if they are your ideal target.

Another case: take DAIICHI JITSUGYO ASIA PTE LTD. Through Tendata, you can confirm they are a target company, then directly access verified decision-maker contacts. With phone numbers, emails, and LinkedIn details at your fingertips, you can reach out through multiple channels and begin client development efficiently.