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prospecting in sales
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Four Guides for Better Prospecting

23 June 2022

Becca Eddleman

The #1 tip we always give for better prospecting in sales is to constantly try new things: change up your sequence steps, your messaging, the channels you’re using, how you’re sourcing prospects, etc. 

If you’re not seeing the results you want, don’t double down on sequences that aren’t working and try to generate meetings by just spamming more people. Insane, right?

For better prospecting in this next quarter, we’ve pulled together a few top resources to 1) give you a few new step-by-step plays to try, and 2) give you some ideas to create your own new plays.

    • 6 Outbound Tips to Hit Your Sales Prospecting Goals
    • 4 Common Mistakes to Avoid in Outreach as a Sales Rep
    • 8 Tips on How to Use LinkedIn Sales Navigator for Successful Prospecting
    • 6 Game-Changing Sales Tools for Prospecting in 2022

Now, prospecting isn’t just about putting together the perfect sequence steps and messaging. There’s a strategy and list-building component to it if you want to see better results.

In the Outreach.io article, we call out some common mistakes to avoid in any sales engagement platform when prospecting. In the article on Linkedin Sales Navigator, we also cover list building and account mapping. In the article on game-changing sales tools… we cover game-changing sales tools and their top features to use when prospecting.

 

6 Outbound Tips to Hit Your Sales Prospecting Goals

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This guide covers a couple of plays for a solid start to the quarter as well as tips and rules for integrating more channels like video, LinkedIn, and direct sending.

It also includes one of our favorite plays for reengaging Closed/Lost opportunities. The sequence has minimal steps, uses video, and is something you can do at the start of every quarter. 

 

This guide includes outbound tips around:

    1. Sequences for the short, medium, and long-term deals
    2. Infusing sequence with video to reengage
    3. The 80/20 personalization rule
    4. Integrations to do more, faster
    5. What to automate to give real value
    6. Leveraging Outreach’s Sentiment feature

 

4 Common Mistakes to Avoid in Outreach as a Sales Rep

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Here we cover a couple of common technical mistakes, but this guide is really geared towards sales development and sales rep best practices when prospecting with a sales engagement platform. 

You’ll notice we talk about personalization vs. automation in a few of these guides with different ways to ensure you’re spending time researching and “personalizing at scale.”

Personalizing at scale doesn’t mean you’re going to be able to message a hundred prospects a day, but there are certain things you can automate to get rid of some of the tedious steps that will give you back time in your day to prospect more.

 

This guide includes avoiding mistakes like:

    1. Sending cold emails like it’s an email marketing platform
    2. Forgoing organizational structure for chaos
    3. Automation & personalization – the ratio is off!
    4. Giving free rein for content creation

 

8 Tips on How to Use LinkedIn Sales Navigator for Successful Prospecting

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This guide is going to make you a LinkedIn Sales Navigator power user. If you want to learn how to use LSN to find prospects, what they’re interested in, and how to present yourself better on LinkedIn, this is the guide for you.

If you’re in B2B sales, your prospects are on LinkedIn, and therefore, you should be too. 

 

This guide includes steps on using:

    1. List Filters
    2. Saved Searches
    3. Lead Alerts
    4. Keeping notes for personalization
    5. Using the account map to find decision-makers
    6. “View Similar”
    7. Optimizing your profile & content
    8. InMail

 

6 Game-Changing Sales Tools for Better Prospecting in 2022

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The gold in this guide is the top features sections. You may already be using these tools or a competitor, but are you getting everything you can out of them?

Features are updated regularly, and teams are always finding new and creative ways to use them for prospecting in sales. Here are a few of our favorites.

 

This guide includes features in:

    1. Outreach (sales engagement)
    2. Vidyard (video for prospecting)
    3. Sendoso (direct sending)
    4. Linkedin Sales Navigator (prospect info and interests)
    5. SalesIntel (contacts and intent)
    6. InsightSquared (revenue intelligence)