How Good is Your Prospecting Knowledge?

Prospecting Training: Key Concepts and Techniques

• Prospecting is the process of discovering and building a qualified list of companies and leads, but does not include actual outreach.
• Quality prospecting is important to avoid wasted time, frustration, and burnout, and to identify and engage with well-qualified leads.
• Tidiness and organization are important mindset aspects to prioritize accuracy and cleanliness in data input.
• Focusing on the target audience and Ideal Customer Profile (ICP) and prioritizing quality leads over quantity is crucial.
• Embracing research and analysis and adapting to new tools and strategies are important for better results.
• There are several initiatives that can increase capacity and quality in SDRs and SMs, such as a training program, pre- and onboarding, and an appraisal process.
• Various sources of information can be utilized for prospecting, including search engines, industry websites, and social media platforms.
• Sales intelligence tools like LinkedIn Sales Navigator, ZoomInfo, and Apollo can be used to discover and analyze prospects.
• Job titles can be used as indicators of company fit, and online platforms can be leveraged for targeted searches.
• Contact information can be gathered by scraping lead lists, using email-finding tools, and searching for phone numbers.
• A case study/exercise can be done to generate a prospecting strategy for finding companies within the ICP and the right decision-makers.
• The strategy can involve tooling like LinkedIn Sales Navigator and creative use of filters, building account lists, and running lead searches for decision-makers.