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8 Sales Prospecting Tips by Top SDRs To Book Meetings Faster

2 min
Slintel - 9 Sales Prospecting Tips by Experts

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,, 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

Need a better sales prospecting tool?

Here’s another idea for growing your pipeline and booking meetings faster. The 6sense platform enables you to de-anonymize intent data from information within your own business AND from third-parties. What does that mean for you? Using 6sense intent data, you can

  • Personalize messaging
  • Find and target members of the buying team
  • Prioritize in-market accounts
  • Create personalized content for your accounts.

To see 6sense in action, book your demo now.

The 6sense Team

6sense helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team.

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