You can start prospecting to juniors and middle management to better understand the company's pain points. It will help you tailor your sales pitch when you speak to decision-makers at the top of the company's ladder. This prospecting tactic is used in enterprise selling but may as well be used when prospecting to SMBs. 4. Define your goals before reaching out

That starts with thorough research. Once you start operating within an industry or serving businesses of a particular scale, get a pulse on the space's more technical aspects. Know how the products or services the businesses you connect with work — as best you can. Optimize your profile for selling: Include a professional profile picture and a cover image that showcases the company you work for. Use your headline as a catchy way to show customers what you can do for them (not just your job title). This definition makes prospecting sound so simple, right? You already know it's not that easy. While the concept of sales prospecting is pretty straightforward, it’s much more nuanced and individualized in practice.Be human. Empathy, genuine interest, and casual tone will add a human touch to your outreach and help you build stronger relationships with prospects. Prospect vs. lead vs. opportunity: Learn the difference What is the difference between prospecting and acquisition? Result-based metrics—number of Sales Qualified Leads (SQLs) generated, number of AE meetings booked, number of meetings booked that take place.

During this step in the sales prospecting process, it’s your job to make sure these leads are getting into your CRM with all the right information at the ready, including: There are a "bajillion" sales qualification frameworks. At HubSpot, the reps have coined the GPCTBA/C&I framework (which they vouch sounds more confusing than it is). Attention: Hook the prospect with a thought-provoking opening line that presents an attractive scenario.When calling a business prospect, don’t try to reel off everything you can about your product. Instead, listen actively to their answers and connect the dots to position your product as the answer. They immediately establish a more intimate connection and offer salespeople the chance to develop rapport. Be human. No one likes to communicate with a professional robot. Adding in details like wishing someone a happy holiday weekend or bconveying how awesome their company’s product is are real touches that allow us to establish a connection on a deeper level.