XANT

Prospecting Sales Tips

sales prospecting

• Generate more leads by keeping track of less- obvious trigger events: Major shifts in hiring, an executive leader change, new industry legislation, etc.

• Before you reach out to a prospect, identify the problems they\'re likely dealing with.

• Think about your lead as a company, not one single person (6.8 people are now involved in a typical B2B purchasing decision).

• Schedule time for prospecting each and every day -- even on the last day of the month or quarter.

• Use multiple channels to prospect email, phone, social media, events, referrals to keep the top of your pipeline as full as possible.