Keep in mind that 95% of buyers make purchase decisions based on emotion, so understanding a prospect’s emotional levers is key.īelow are a couple of probing questions that can guide this discussion: Set up another call with each prospect to further understand what they need and how you might meet that need (known as a discovery call). Once you’ve narrowed your list of viable prospects, take a deep dive into the needs of those who remain.

If you leverage a tool like Sales Cloud’s Einstein Relationship Insights, you can use automated workflows and digital assistants to conduct research across the web and score prospects to see which are the most likely to convert. Lastly, make the most of your CRM to streamline the prospecting process. Work with your advertising or marketing teams to create these campaigns, and be sure to target audiences that match your buyer persona. While traditional prospecting is outbound, requiring outreach to those who might be interested in your product, lead generation campaigns pull interested contacts into your pipeline via display ads, paid search ads, and social media ads. You can supplement these efforts with inbound lead generation campaigns.

When you identify a prospect you’d like to pursue, find them on LinkedIn or ZoomInfo and collect all available contact details. This allows you to collect more information about their needs and pain points.

If you need additional help, use Google keywords related to your product or business and look for relevant sites where potential prospects are engaging via comments or forums. Search for product or industry keywords on broad-scope engagement platforms like LinkedIn, then move to trusted, niche sites that prospects commonly use for product research. Start by asking fellow reps or industry connections for referrals, then peruse online portals and communities for viable prospects. Prospecting is the process of finding individuals or businesses that are good candidates for a sale. What strategies bring in the most business for competitors and how can you make use of them to find prospects? To round out your research, use a competitor research analysis tool to learn how your competition is using marketing, pricing, service, and sales tactics to attract customers. Talk to tenured sales reps and managers about customers with whom they’ve worked and collect information about their behaviors, communication patterns, needs, and pain points. Then, take the time to add institutional knowledge to any CRM data you collect. You can also collect information on buying habits, including the average purchase frequency of buyers, which products are most popular, and average sale amounts. If it has built-in analytics, like Sales Cloud, you can see where past sales came from and the basic demographic information or business details of buyers. There are many tools you can use to gather this information, but it’s easiest to start by collecting insights from your company’s CRM. Where do my ideal prospects live, and how do they engage with businesses like mine?.What are the characteristics of prospects targeted by my competitors?.What unique needs does my product or service address, and who has these needs?.What buyer data do I already have that can help me outline the ideal prospect?.Here are key questions to guide your research: If you don’t have access to a buyer persona, spend time researching your target market.

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