Commercial prospecting for industrial SMEs has long relied on traditional methods: networks, field sales teams, trade shows, or recommendations. While these approaches remain relevant, they are no longer sufficient in a context where decision-makers research in advance, compare online, and expect concrete proof before any contact. Digital technology is therefore profoundly transforming prospecting by providing visibility, credibility, and measurable efficiency. For over 20 years, Linkeo has been supporting industrial SMEs in this evolution, integrating digital as a real lever for commercial performance tailored to the specificities of their markets. Specific Industrial Challenges Require Structured Digital Prospecting B2B industrial prospecting is characterized by long sales cycles, often technical offers, and decision-making processes involving multiple stakeholders. Digital solutions allow companies to address these challenges by building long-term relationships. Instead of seeking immediate contact, the goal is to be present at the right time with the right message. With a well-designed digital strategy,