There are two types of people involved on the other end of your sales process: decision-makers and influencers.

Thanks to sales prospecting methods like this, you can highlight the benefits of your product rather than its generic features without sounding too pushy. 6. Take advantage of sales triggers Say your target market consists of small- to medium-sized businesses with anywhere from 100 to 1,000 employees. You should eliminate any potential customers outside of these criteria. After years of being bombarded with messaging, prospects’ BS detectors are set to max and they’re skittish as a gazelle at the watering hole, which means you need to work extra hard to gain their trust. Solution Need more sales prospecting tools? We’ve compiled a descriptive list of top B2B prospecting solutions for you. In the endIf you’re looking for an effective structure for your prospecting outreach, look no further than AIDA: Attention, Interest, Desire, Action. Here’s how you can use this to create a clear, highly-motivating structure for your outreach: Don’t know the difference between an ideal customer profile and a buyer persona? Find out in our post .

Keep it casual. Remember that this is just a conversation. Stay natural and as not sales-y as possible. The key to prospecting is that we’re never selling. We’re simply determining if both parties could mutually benefit from a relationship. Kixie is one of the preeminent prospect outreach resources on the market. It's a customizable business calling and texting platform that allows you to thoughtfully and effectively time and target your sales calls — letting you connect with the right prospects at the right time. Many sales professionals start with a large list of prospects, dwindling it down to a small list of actual buyers. But one of the best sales prospecting tips you will ever hear is to start with smaller lists of better-qualified prospects. Armed with accurate B2B data , you can create lists of potential buyers. Personalize. Prospects like to feel special, so surprise them – demonstrate you’ve done your homework and found out something more about them than their name or company.

Wrap it up: Find a calendar time between 24-48 hours after the discovery call to book a follow-up meeting. Try this line: "Would you have 30 minutes to follow up this week? My colleague, John, will join us — he’s an expert in X, Y, Z. My calendar’s open, what works best for you?" When I talk with sales teams, these 8 prospecting problems come up again and again. The good news is that there are effective solutions to all of them that can help your team grow stronger and produce more predictable results. Stay relevant and timely. Ensure the issue a prospect is trying to solve is still relevant to them and their team.