About this episode

This episode discusses effective prospecting techniques to convert time spent into real sales opportunities.

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals. Leverage Intent and Relevant Data A big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution. That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection. When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early. Utilize Advanced LinkedIn Searching Instead of reaching out to everyone, focus on a smaller group of people who are more likely to respond. You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days. You can also look at who they are connected to, especially if they follow industry influencers or…

People in this episode

Host: Donald C. Kelly

Topics covered

• prospecting
• sales strategies
• intent data
• LinkedIn searching
• referrals

Keywords

• prospecting
• sales
• intent data
• LinkedIn
• referrals
• sales opportunities
• success stories

Mentioned in this episode

Organizations: ZoomInfo, 6sense

Products: endpoint protection

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