Prospecting can be one of the most challenging aspects of B2B sales. Yet, it’s essential to maintain a healthy pipeline and a calendar full of meetings.

Inside the episode:
- What is prospecting? And why is it so important?
- How to nail down your ICP (ideal customer profile) and identify triggers.
- An overview of the various methods of prospecting—cold calling, cold emailing, video messaging, and social selling—and tips on how to use them effectively.
- Time management tips to help set you up for success.

Key insights

📞 Prospecting is the first step in the sales process, reaching out to potential customers to book a meeting and convince them to buy.

💡 The first sentence in an email or cold call should provide context or a summary of why you're reaching out, such as a trigger, to grab the recipient's attention.

💡 Using multiple channels of communication, such as voicemail, email, LinkedIn, video messages, and snail mail, can increase the chances of booking outbound sales meetings.

💼 There are three buckets of prospects: those who will never buy, those who are ready to buy, and those who are on the fence. Focus on the ones who are ready to buy and move on from the rest.

💭 Reading a cold email out loud can help identify writing issues and provide opportunities for editing.

🎥 Using personalized videos in outbound sales can help cut through the noise and make a stronger connection with prospects.

💼 Consistency is key in outbound sales prospecting - having a step-by-step process and sticking to a daily goal will lead to results.

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Featuring (in order of appearance):

Jeb Blount, CEO at Sales Gravy
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Florin Tatulea, Director, Sales Development at Plato
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Will Allred, Co-Founder at Lavender
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Kara Smith Brown, Founder & CRO at LeadCoverage
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Morgan Sergio, Team Lead, Mid-Market Accounts at Twilio
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Morgan Ingram, Director, Sales Execution and Evolution at JB Sales Training
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Chapters:
0:00 Intro
0:20 Prospecting
0:31 Ideal Customer Profile (ICP)
1:30 Identifying triggers
3:15 Prospecting methods
3:45 Cold calling
5:38 Dealing with rejection
6:05 Emailing
7:45 Video prospecting
8:42 Social selling
9:31 Time management

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We know that B2B selling is a tough gig. It’s highly competitive, mentally exhausting, and what works today may not work tomorrow. We’re here to help with fresh perspectives, timely insights, and comic relief to help sellers stay sand and get ahead.

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