What is Sales Prospecting?

Sales prospecting is finding and reaching out to new potential customers to determine whether they’re a good fit for your product. It is one of the most important steps to do correctly, as it will add unique, interested buyers to your sales funnel. We know it’s not always easy, and we are here to help.

If you’re starting as a sales rep and don’t know the first thing about prospecting, that’s alright. Learning how to prospect isn’t just about walking down Main Street and knocking on the doors of every business with a brick-and-mortar shop. It also isn’t about networking events and meeting people unsuitable for your business or sellers who are just trying to get you to buy. It certainly isn’t about coming home from these events with pockets full of business cards but no meetings.

These aren’t just made-up scenarios—these are the situations that actual sellers have found themselves in because they didn’t have the tools or the education to prospect. We’ve made all those mistakes, so you don’t have to.

Working with a company that doesn’t understand how to prospect or can’t educate you isn’t the end of the world. You’re here, ready to build your pipeline and meet quotas, which starts with excellent prospecting. The dollars are out there, and buyers ARE buying. Excellent prospecting helps you connect with the right customers to meet quotas, build strong relationships, and become successful.

Business Prospecting

Why did we give you a simple definition for such a nuanced and challenging task? Simple can be good – many people find sales prospecting daunting or overwhelming. It is often seen as tedious and requires a solid ability to stay organized and focused. We’re here to take you step-by-step so that you can optimize your sales prospecting process and methods.

• If you’re new to sales prospecting, this guide can help you start on the right foot.
• If you’re experienced in sales but having trouble prospecting, consider each section an opportunity to evaluate yourself and identify your hang-ups.
• If you’re working with a team to help them improve their sales, this might be an excellent resource to keep on hand or send to team members so they can refer back to it throughout their process.

Prospecting for New Business

Sales prospecting is about finding customers who connect with your company and product. Sure, you’ll have repeat customers and people who will hear about you through word of mouth. 

For this article, we will focus on bringing high-quality leads into your pipeline and our different methods for doing that. For many companies, a marketing team is responsible for generating inbound leads. If you’re waiting for your leads, you’ll reach fewer people and close fewer deals. You have to take the initiative to search for prospects. 

Four Pillars of Sales Prospecting

• Commit to Prospecting Every Day. Because the process can seem tedious or repetitive, many people will push it to the end of their day, which can easily be bumped to tomorrow or the following day when things come up. We recommend setting aside one or more hours daily to do your prospecting. You never know what you’ll find – things can change quickly, and sales prospecting helps keep your ear to the ground. Do your daily prospecting during the part of the day when you feel most energized, and save that last half-hour for cleaning your e-mail inbox.

• Use Your Imagination and Creativity. There is so much room to apply your creative instincts here. From finding new ways of searching for new clients to using your creative writing skills to write great first-contact emails, the more you apply these parts of yourself, the less of a grind the process will be – for you AND your potential clients.

• Be Prepared to Do a Little Homework. We’ve made it sound like a piece of cake so far, and if you apply the skills you learn here, you’ll learn how to be effective in sales prospecting. Part of being effective is putting effort into this part of the process to make your leads worth your valuable time. You’ll end up doing a lot of research, so make sure you organize all of that information in a way that works for you. 

• Remember the Human Aspect of Sales. When prospecting, it can be tempting to group everyone by their demographics and see each lead as a potential dollar sign. The world of sales is moving away from the days of “spray and pray” or dumping the same form letter or e-mail blast on people who may or may not be interested. Buyers are looking for trusted experts to help them solve complex problems, meaning you must become that expert. Whether it’s learning about the intricacies of the product you’re selling, cultivating social media connections, or sending relevant content to your prospects – you will have to find a way to connect with prospects that will work for you.

Alright, you’ve gotten your feet wet. If you’re still with us, you’re serious about this process, so let’s dive in.

Sales Prospecting Techniques

Sales Prospecting Process

What does the sales prospecting process look like from beginning to end? These steps make up the foundation of sales prospecting. They’re not particularly complicated, but that doesn’t make them accessible. Each step takes some work, but they’ll make for more efficient sales prospecting when done thoroughly.

• Define Your Target Customer. 

• Build Your List. 

• Research Your Prospects.

• Start Reaching Out.

• Follow Up.

• Review Your Process.

Define Your Target Customer

When you start sales prospecting, you should know what your product was created to do and how it solves real-world problems. Now, it’s time to define what individuals or companies are faced with those problems.

If you’re working with a company that has outlined this in your onboarding process, that’s fantastic. If not, you and your team will benefit from creating an Ideal Customer Profile (ICP). You’ll want to analyze any available data about your current customers, your personal experience, and the experience of other sellers.

Once you have developed a list of traits (including the budget your future clients should be prepared to spend on your product), create a profile of who that customer is. This will help you understand your buyers’ motivations and needs and guide you during the next step.

Build Your List

You’ve created a profile of characteristics your potential buyers will most likely have. Now, it’s time to build a sales prospect list. Your sales prospect list contains all the companies that may be interested in your product and seem generally aligned with what you offer. Like any seller, you want your list to be as long as possible – after all, the more extensive the list, the more people you can reach. But you also want to be somewhat discerning. While a lot of companies will seem like great fits for your product at first glance, if you don’t take the time to narrow your search down, you can end up wasting a lot of time pitching to people who are never going to become buyers.

Think of it this way: you could spend a lot of time talking to 100 people you haven’t vetted, hoping that one of them was just hoping someone would show up with your product. Or, you could spend that same amount of time having personalized, meaningful conversations with 20 people who do need your product. The latter approach is more fulfilling to both you and your customer, and you end up setting up more meetings because you haven’t dumped a lot of time into chatting with people who aren’t interested, can’t afford your product, or can’t make purchasing decisions. 

While building a prospect list, you’ll also start learning basic information about your prospects. Keep notes on what you learn from their company website, which will give you a head start on the next step. (List-building might be the most essential part of sales prospecting, so we cover this part of the process in more detail later in the article.)

Research Your Prospects

Now you have a list of potential clients worth spending your time and effort on, and you’re getting ready to make contact. By doing some preliminary research, you can create personalized messaging that appeals to your client specifically, which will help you build positive rapport. You’ll also avoid wasting their time by asking them questions whose answers can easily be found online.

Company websites are a great place to start; you looked there during your list-building phase. When you’re ready to dig a little bit deeper, LinkedIn can help you determine the name, job title, and experience of the person you’d like to be in contact with. If you’re talking to someone who has been in their position for fifteen years, your approach should be different than if you’re selling to a fresh hire looking to shake things up. You might also discover you have some shared connections, which could help bring you some credibility when you contact them. 

Maybe your potential buyer isn’t active on Linkedin, or you’re just trying to go the extra mile and learn more. Look at the company on social media to familiarize yourself with its messaging. Check out the buyer’s recent posts to see what their interests are. If you’re prospecting and selling, this can be incredibly in-depth, but it’s still good to do as a business development representative (BDR). Becoming efficient and organized in this process takes practice, which will be helpful as you move up the ladder.

Start Reaching Out

You now have a sales prospecting list and introductory notes on each potential client. You’re not going into any conversations blind. Now, you have to create messaging that will help get you (or your account representative) into a meeting with the right person. 

The first message you send might be your target market’s first impression of your product. The worst thing you can do is associate your product with a cookie-cutter message that gets immediately thrown in the trash or marked as spam. To avoid these pitfalls, you’ll want to develop personalized messaging that will be effective for your client. 

If you are reaching out via cold email, you’ll need to know how to write good subject lines, strong copy, and a call to action that doesn’t come off as forced. Great subject lines for sales prospecting are brief, engaging, and not cheesy or clickbaity. Unique calls to action (CTAs) require robust and exciting language. Take the time to learn how to write good copy so that you’re not losing the person the second they open the e-mail. 

Cold calling requires a different set of skills, from having reasonable control of the tonality of your voice to building a personal connection with a stranger. Avoid the urge to hook the person on the other end of the line by jumping directly into a laundry list of ways your product can help them. Keep things simple and personal without being too generic. Punch up “How are you doing today?” by saying, “I’ve been hoping to connect with you. Did I catch you at a good time?” 

Connecting through LinkedIn can also be an excellent way to personally reach out to a buyer. While researching, maybe you found a post they shared that connected with you. It’s perfectly fine to like their posts and even comment. Taking the time to make human connections may mean that, even if now isn’t the right time for a particular company to buy your product, they may think of you and remember you in the future.

No matter what method you use to reach out, it’s essential never to forget the person on the other end of the line. Put yourself in their position, and consider how you relate to their experience. The person you’re reaching out to has a diverse set of motivations, and as long as you understand that, you don’t necessarily need to assume you know what those motivations are. You can ask them about their company’s problems during your discovery phase. Think of your perspective like this: you want to engage with them and help. You are building a human connection if you want to be seen as more than just a glorified robot on the other end of the line.

Follow Up

You’ve put all the work into creating strong messaging. You’ve sent those e-mails and made those calls. Hopefully, you’ve had the opportunity to set up some meetings. You also know from experience that, so frequently, things slip through the cracks, and people who are interested in your product might not always get back to you. You must follow up on your sales prospects without seeming annoying or desperate. 

The best way to avoid being seen as “spammy” is to ask them how to reconnect with them. Set specific dates when you’ll be in touch again so they keep you in the back of their minds. This may not always be possible, especially if you didn’t receive a response in the first place.

Suppose you’re unsure how to reconnect; try different methods and keep your messages brief. If your prospect wants to set up a meeting with you but they’re currently busy, don’t try sending them an e-mail that is five paragraphs long. They’ll never read it, and you’ll never get that time back. Find ways to briefly weave helpful information into your follow-up emails or phone messages to help inspire their curiosity. The last thing you want is the things you send to waste your buyer’s time (and yours). Add value each time you reach out, and if you haven’t set up a meeting with them yet, this stage might be when they decide they’re ready to learn more.

Review Your Process

We’ve made it this far and hopefully set up several meetings. But, sales prospecting is an ongoing process, and you want to evolve your strategies continuously throughout your career. During this stage, you’ll take a moment to reflect on how your process went, where you were successful, and where you can streamline.

First, focus on what went well. What kinds of people did you connect with easily? What types of messaging got responses from buyers? There will always be positives, even if the best thing you did was learn a lot of new information about your industry.

Second, think about what the main challenges were during this process. Did you feel weird about cold-calling? Was writing copy a massive snag for you? Did you struggle to keep your notes organized? You can do so many little things to help you become a better seller, and it’s easy to get overwhelmed. Pick one or two things you would like to improve – don’t try to tackle it all at once!

Third, connect with your mentors, coworkers, or connections regarding your challenges and successes. Don’t be afraid to be vulnerable and ask for help. Who knows? You might be able to help someone else as well. Use the resources available to you to help you with this process.

Sales Prospecting Methods

Sales prospecting methods are used to find new leads through outbound or inbound selling. Depending on your company and product, you might do one or the other or a combination of both. The sales prospecting techniques you use will depend on your company and product. Effective sales prospecting happens across various methods, so don’t hesitate to branch out.

Sales Prospecting List

A sales prospecting list is a list of qualified leads worth pursuing. We mentioned earlier that knowing how to build a good prospecting list is one of the most important parts of sales prospecting. You can have the smoothest phone voice or write the best copy, but if your list-building in prospecting is sub-par, the rest of your skills aren’t working as efficiently as possible. 

There’s only one way to build a prospecting list that’s a mile long – you’ll have to do your legwork. If you came here hoping we would give you the best list-building tool and send you on your way, sadly, that isn’t happening. List-building tools can be great but will probably not provide you with specialized enough lists. If you’re not reviewing your sales prospecting lists and sifting through them to weed out the non-buyers, you can reach out to clients who aren’t interested in what you offer. So, how can we avoid drumming up a long, unusable list of people who aren’t a good fit?

How to Build a Prospecting List

Leads can come from anywhere. Creating inbound leads is often the marketing team’s responsibility if you work for a company that has one. Advertising, social media campaigns, and referrals are just a few marketing strategies that can create inbound leads. In cases where you are doing outbound selling, using Google to search for businesses that fit your Ideal Customer Profile (ICP) can work beautifully. There are, however, more targeted tools that can up your game if a plain old Google search isn’t doing the trick – see our section below on Sales Prospecting Tools.

Targeting Your Prospect List

Once you have a sales prospecting list, you will want to do a little cursory research to help you decide which sales prospects are worth reaching out to and which aren’t a good fit for your product. Remember, you’re not just selling to people; you’re trying to play a matchmaker between your products and the people who need them.

We’ve already decided that a prospect list with a healthy balance between quality and quantity is crucial to success. Create a targeted prospecting list by methodically sorting through each client. Ask yourself the following questions:

• Can this client afford my product?
• What need does my product fill?
• Do they already use my competitors’ products? What do I have to offer that they don’t?
• Do they align with the vision my product offers? 

Sorting through your list can help you eliminate people who might waste your time mining you for free information or a demo for something that isn’t filling an immediate need. Think of each potential buyer as someone you are building a relationship with. There are plenty of fish in the sea. Focus on clients excited about your product and could become long-term or repeat customers.

Once you’ve narrowed your list down and sifted out the companies that really shouldn’t have been there in the first place, prioritize your list by determining who is most likely to buy your product. 

• Triggers are events or situations that make a prospect more likely to be interested in what you’re offering. Identify why your customers tend to reach out to you and find companies going through similar situations. Here are some examples:

• Changes in company leadership create a lot of opportunities. New leaders can indicate changes in the company strategy, as they often come in with fresh ideas and are eager to demonstrate their worth. They’re ready to build new relationships with advisors who can strengthen the company during their term there.

• New or additional funding indicates increases in the budget and, by extension, the potential for investing in the company’s future. The type of investment a company is willing to make will depend on its size and goals.

• Changes in hiring trends are essential to watch. Whether a company is creating new roles or laying people off, they are showing the need to reorganize. Depending on your company’s offerings, you can help meet a need created by their new pain points.

• Industry-wide or legal developments can create opportunities across the board in the industry your ideal customer belongs to. It’s essential to watch these trends and, yes, even read or listen to the news! Setting yourself apart from competitors can come down to being educated and ahead of the game.

• You can use lead scoring to prioritize, assign a point value to different traits your company values, and figure out how many “points” each lead has. You can prioritize by doing this, and some prospecting tools offer this service.

• Find good fits and prioritize those over people who seem interested but won’t be able to integrate your product quickly. Think back to your ideal customer profile and compare.

• Timing is everything – if you are working with a potential customer and they’re interested. Still, there are delays in the buying process; it’s okay to table them and focus your energy on people who are feeling the pain your product will solve right now. You can always circle back to clients who aren’t ready yet.

• Relationships matter, so if you’re connecting with a client’s vision, remember that the people who align best are most likely to be return customers or offer you a terrific referral.

When prospecting in sales, you’re only as strong as the clients you can find. Sales prospecting tools can help give you data about which businesses are interacting with your product’s online presence. We will get into this later in the article, so keep reading!

Prospecting List Template

Your prospecting list should be a table or spreadsheet that keeps track of all the facts you need to know for each prospect. Organize it in whatever way makes the most sense for you, but make sure it includes the following information:

• Contact First and Last Name (link to all relevant notes you’ve made during your research and add to these notes throughout your follow-ups)

• Company Name (link to the company website)

• Contact E-mail Address (hyperlink it)

• Contact Phone Number

• Date You Initiated Contact

• All Follow-up Dates

• LinkedIn Page (or relevant social media, depending on the company)

• Source (where/how did you find them)

If you add the following, this information can also be helpful, but it might require more digging.

• Company Location (or HQ)

• Company Size (how many employees)

• Annual Revenue

Sales Prospecting Skills

We’ve talked you through the process and methods you’ll use while you’re sales prospecting. Of course, that’s not all you’ll need. Let’s discuss the hard and soft skills that will make your sales prospecting more effective.

Hard Skills for Sales Prospecting

Hard skills are the abilities and technical knowledge that directly and measurably help you do your job. If there are hard skills you want to cultivate, there are often courses and certifications you can pursue to do so.

Vocal/Phone Skills

If you’re prospecting, chances are you’ll spend at least some of your time on the phone. You want to be prepared to meet your clients where they’re at, so feeling confident and comfortable is a must if they prefer to connect over the phone.

• Get used to the sound of your voice. Record yourself while you practice reading your opening lines or mock phone conversations out loud. When you listen back, notice whether you sound like someone you’d like to talk to. Do you sound pushy, rushed, or uncomfortable? Make little tweaks and adjustments to your pitch and tone until you feel you’re giving off the vibe you are trying to portray.
• Manage your breathing and speaking speed. Do you ever feel like you’re talking, and suddenly, you’re tripping over all of your words? Maybe you lose your train of thought mid-sentence or get tongue-tied. These things can happen when you’re excited, nervous, or a little of both. Don’t forget to breathe. 
• Have a little fun with it! It doesn’t all need to feel like a drag! Ask any singer what tension does to your vocal cords. If you’re feeling slightly constricted or choked up, try doing goofy vocal exercises. You can find them all over YouTube and TikTok, so there’s no need to seek an expensive vocal coach. See if you can make yourself laugh, or even better, see if you can get some of your friends in sales to do them with you. 

Copywriting for Prospecting Emails

• Write great subject lines and preheaders. Your future clients’ eyes glaze over when they see a full inbox like yours. Avoid spammy cliches to break through the haze (don’t say “Buy Now” in your subject line; we’re begging you). You can use questions, humor, or intriguing cliffhangers to inspire curiosity. Take note of what works for you. Above all, keep them brief!

• Write engaging prospecting emails. You’re not writing book reports in 11th grade anymore. Find your inner creativity to take your client on a journey where they’re the hero. Personalize the e-mail content for your customer – the days of bulk emailing are dead. If you want, you can use a template to help you get started, but you want your e-mail to feel like it came from you, and bonus points if you can match the tone of how your buyer presents themselves on Linkedin or other social media to some extent.

• Write a powerful call to action. We want you to convert your sales prospects into opportunities; a call to action is where the magic happens. Often, your call to action will look like setting up a meeting, and something as simple as “Are you available for a 15-minute call tomorrow at 10:30?” can set that next step up without breaking up the flow of the tone of your message. Whatever you choose, stick to one call to action per e-mail.

Organizational Skills

If you were the kid in high school who opened their locker, shoved papers in, and slammed it behind you to avoid the impending avalanche, this is for you. And it’s okay – we’ve got you. The problem with lockers is that there is no organizational style to them; it’s just an ample space for things to get lost and go missing, and for most people, that is not an organizational system that works (if you’re one of the people who had a clean locker, hey, that’s okay too)! 

In sales prospecting, you’re spending lots of time researching potential clients, learning about them, and balancing that with follow-ups of clients you’ve learned about. You’ll want to keep notes, relevant links, and appointment dates in a structured, accessible space. You can’t be expected to remember everything – don’t put that on yourself!

No universal organizational style works for everyone, which means this will probably take some research or trial-and-error on your part. There are quite a few organizational tools for prospecting, and some offer free trials. Don’t be afraid to test out a few different ones or look for product demos until you see something you will update and use. A little later in the article, we will look at some of the available prospecting tools, so keep reading to avoid having a Google Drive that looks like your locker from yesteryear.

Soft Skills for Sales Prospecting

Soft skills can be thought of as your people skills. Don’t confuse them with personality traits – we’re not telling you to change who you are to become a better seller, but rather, to work on cultivating traits in yourself that can help with many aspects of your life, not just prospecting. Unfortunately, these skills don’t often come with fancy certifications or training, but there are still ways to help yourself improve.

Consistency

This one is first for a reason! A consistent and disciplined approach will help you succeed in many areas of life, and sales prospecting is no different. Prospecting every single workday is the most crucial way to do this. On any given day, any company can meet and discuss needing a product like yours. The only way you’ll find them before they find one of your competitors is to keep searching and reaching out. 

Focus

We’re going for quantity and quality here; consistency is all about the time you spend prospecting. Quality prospecting will be defined by how well you can focus. Developing your focus does take time and practice, but it will grow like a muscle. Flexing your focus each day is critical to improving it. Sleeping is vital for focus, so get that nightly 8 hours. No one likes to hear this, but caffeine only improves focus up to a certain point and can be detrimental if you drink coffee or energy drinks to the end of being jittery. Lastly, start paying attention to what hours of the day are most productive for you, and try to block off those times for prospecting (when possible).

“Connectability” 

There isn’t an accurate word for this, so we had to make up one (yes, it sounds like “crave-ability”). Call this what you will; this is your ability to connect with others. It requires a strong sense of self, confidence that doesn’t come from cockiness, and the ability to listen to others. The best way to cultivate this is to spend time with people you have strong relationships with and balance that with time you spend recharging and participating in fulfilling hobbies. Committing to your personal growth and development will make you magnetic to others. When buyers are looking for a trusted professional to help them, that’s the kind of person they will be looking for.

Sales Prospecting Tools

Sales prospecting tools are different types of software created to help you build, organize, and reach out to your prospect list. Each tool provides a different kind of support, and it’s essential to find something that works for you and, if you’re working with a team, is scaleable for your needs. Here are a few of the most popular sales prospecting tools, but we’re just scratching the surface.

• LinkedIn Sales Navigator (click this link for a 60-day free trial). LinkedIn is a social media platform at its core, but it has become an increasingly important tool for prospecting. 

• Sales Navigator goes beyond the social media scrolling of years past: you can use filters to find companies that match your ICP and even the names and contact information of decision-makers at those companies. Sales Navigator allows you to take notes and even lets you know about relevant job changes. 

• LinkedIn’s Deep Sales Technology is a new tool allowing us to go even deeper. It uses ICPs to generate leads, your network to find connections for warm introductions, and notifies you of sales triggers as they occur.

1. 1. 1. At The Sales Evangelist, the Deep Sales Technology is used to target new VPs of Sales. This is one of our triggers, as new VPs are more likely to look for ways to invest in their teams.

• Apollo.io works in tandem with LinkedIn Sales Navigator. Its database has millions of contacts and offers up-to-date, verified information to connect sellers with their prospects.

1. 1. 1. Identify buyer intent. Apollo.io uses Intent Data to show you whether a given company has been searching for products like yours online. 

• At The Sales Evangelist, we use Sales Navigator to build a network and Apollo.io to flesh out our lists and fill in the blanks with accurate contact information.

• Seamless.ai is another powerful tool that can help sellers streamline their process. Seamless.ai offers accurate direct dial, which sellers can use even if they work from home. 

• Crunchbase. If financial data is a large part of how you qualify your leads, Crunchbase can help you use this information to determine buying power. It can help you prioritize prospects and offer account recommendations based on your criteria.

• Leadfeeder. This software generates leads and will also help you monitor visitor behavior while visiting your company’s website. It will also help you score prospects based on the qualifiers you choose.

Avoid These Common Mistakes When Prospecting in Sales

If you’ve gotten this far and are still unsure why you’re not building your pipeline as quickly as you want to, look through this list and ensure you’re not making these common sales prospecting mistakes.

• Mistake #1: Making your Ideal Customer Profile (ICP) narrower. You know you want specific messaging that speaks to your prospect’s needs. Bulk e-mails aren’t going to cut it, but you can end up with the same effect if you don’t make your ICPs specific enough. 

• INSTEAD, make different ICPs for each campaign you do. This allows you to focus on tailoring your approach to each client so you don’t appear scammy.

• Mistake #2: Having a prospecting list that needs to be more significant (or too large). We’ve discussed why you don’t want a prospecting list that isn’t well-curated. Having a bunch of unqualified leads will not help you make sales. But if your list is too short, you will have difficulty evaluating which parts of your messaging were practical, which impedes your review process.

• INSTEAD, have a minimum of 20-50 prospects on your list. It may seem like a tall order, but you’ll find them if you’re persistent in your search. 

• Mistake #3: Using only one or two types of outreach. Your most significant, best clients might be busy people. If you limit yourself to only cold-calling, you’ll miss out on reaching the buyers who are glued to their e-mail. Once you find the style of communication that works for a particular prospect, note it and use it for them.

• INSTEAD, be flexible and use a variety of methods. If you’re creative, this is how you can set yourself apart. LinkedIn is an increasingly common way to reach out to folks. Even commenting on a post your buyer makes can lead to a conversation leading to a meeting. Personalized video messages are also starting to become popular and are a great way to help clients feel like they know you.

• Mistake #4: Following up once after a meeting. Many people are guilty of this one, which could be what sets you apart from other sellers. A study by the Brevet Group reported that “80% of sales require five follow-up calls after the meeting”. Of course, at some point, it’s okay to take the hint (maybe after that sixth or seventh call).

• INSTEAD, reach out. Be persistent and stay connected with your prospect over e-mail. Set up follow-up meetings when you finish your calls or e-mails.

• Mistake #5: Jumping into demos and proposals too quickly. Of course, it’s exciting when a prospect shows interest. However, you can slow the process down if they have too much information early on. They might not have the context to understand everything you tell them, and they probably won’t retain it all.

• INSTEAD, tailor your messaging to show how you and your product can support them. I know we keep harping on this point, but you’re the expert on your product. It’s your job to help them understand how it will help them. 

• Mistake #6: Finding a magic “cure-all” for prospecting challenges. There’s no magic bullet – if there were, you wouldn’t be reading this article! The process isn’t easy, but you can do it. You’ll see success when you focus on giving yourself a solid foundation.
• INSTEAD, read this article and share! You’re on your way to more sales prospecting success. Keep up the great work, and contact us on social media to let us know if this article helped you!

Prospecting is essential for every sales professional. It is not easy, but when you follow the process, you have clarity. Implement these principles and see how your sales pipeline increases.