8 Principles of Effective Prospecting

Prospecting reluctance often comes from the use of ineffective or half-baked prospecting strategies that lead to wasted time on unqualified leads, a bad first company impression, and/or low customer conversion rates. Effective prospecting techniques can make cold outbound leads feel warm, especially when done by a well-trained professional.

Many entry-level tech sales representatives are left without good training on effective prospect
communication, uncovering needs, and delivering value. We’re looking to break the mold and share our proven prospecting principles that have been key to decreasing SDR ramp time and increasing pipeline.

Overcome prospecting reluctance and get real results from your efforts by diving into our 8 Principles of Effective Prospecting:

• Building Outreach Target Lists
• Engaging Prospects with Your Opening Statement (OS)
• Discovering Problems and Needs
• Digging into Impact of Pain
• Company Value Picture Painting
• Overcoming Prospect Objections
• Advancing the Sales Process
• Augmenting Calls with Emails and Voicemails