Sales prospecting isn’t easy, but some salespeople have a high success rate. We combed through LinkedIn and found sales prospecting tips from top SDR leaders to help you book meetings faster and grow your pipeline. Here, in no particular order, are 9 ideas.
Tip No. 1: Allot Time and Set Goals
Thibaut Souyris, CEO & Founder, SalesLabs
Prospecting is about consistency, which you can break into steps.
- Block 30 to 60 minutes every day. Protect this timeblock from all distractions.
- Find new prospects daily. Aim for 10 to 20 people.
- Follow up every day, and keep track of your follow-ups.
Tip No. 2: Quick Research
Michael Hanson, CEO & Founder, Growth Genie
Spend 5 minutes before every call to:
- Check the LinkedIn profile of the person you are speaking to
- The website of the company they work for
Tip No. 3: Use Videos
Morgan J Ingram, Founder and CEO, Ascension Media Productions
Send LinkedIn videos to convert more opportunities. Keep the video under 60 seconds, and use the last 10 seconds for your call to action.
Tip No. 4: Customize Validation
Kyle Coleman, SVP, Marketing, Clari
Name drop customers the right way in your outbound emails. Call out companies that the recipient will care about or are likely to be familiar with. For example:
- In the same industry
- Backed by the same VC/PE company
- A direct competitor
Tip No. 5: Ditch the ‘Guilt Trip’ Emails
Sarah Brazier, Account Executive, Gong
Don’t file for divorce when you’ve never been married — don’t send a breakup email when a prospect hasn’t responded to your outreach. Instead, do what Michael Hanson from Growth Genie recommends and ask for coaching.
“Hey, I think I’ve missed the mark with my outreach. In an attempt to spare others from ineffective messaging, I’m curious – what could I have done differently to grab your attention?”
Tip No. 6: Turn One In-Road Into a Whole Highway Network
Charlotte Johnson, Account Executive, Salesloft
After you book a meeting with a company, search for their competitors and prospect them. Chances are that they’ll be facing similar challenges, with similar company goals and objectives.
Tip No. 7: Blown Meetings
Callum Henderson, CRO, EngageTech
Use missed meetings as a second opportunity to connect. Gerry Hill and Chris Beall covered Missed Meetings in this thread.
Tip No. 8: Rework Lost Opportunities
Sam Nelson, Founder, SDRLeader.com, Agoge
Go through your lost opportunities. Things change fast and can completely alter the situation, such as
- Management changes
- A new functionality in your solution
- A different AE on the account
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