Sales Prospecting

Best Sales Prospecting: Tips, Techniques and Strategies

Philipp S.
Last updated on November 29, 2022

Sales prospecting is one of the most important aspects of any sales organization. Businesses that master the top prospecting techniques close more deals and grow their business.

There are a number of different sales prospecting techniques that can be used in order to find new customers and close more deals. In this blog post, we will discuss the best techniques for prospecting that you can use to improve your sales process. We will also explain why it is important to focus on prospecting, and we will provide some tips for growing your business.

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What is sales prospecting?

Sales prospecting is the process of finding and qualifying potential customers. It is an essential part of the sales process, and it includes activities such as research, lead generation, and lead nurturing. Sales prospecting is important because it helps you to find new leads, and it also helps you to qualify your leads so that you can focus your time and resources on the most promising prospects.

Lead vs. Prospect

Leads represent potential consumers who indicated an interest in your business through actions such as visiting your website, subscribing, or taking a free trial. Prospects are qualified prospects that match your buyer persona. A prospect may still qualify as a potential customer depending on their qualifications and suitability. It is also crucial that lead and prospect differences by definition, but you can achieve both goals.

Why is sales prospecting important?

Sales prospecting is important because it helps you to find new customers and grow your business. Without prospecting, you would have no leads, and without leads, you would have no customers. Prospecting also helps you to qualify your leads so that you can focus your time and resources on the most promising prospects.

How to Find New Sales Prospects?

Prospecting can be very time consuming, so inbound sales are usually the best option. We have created a basic framework for the sales process, but unfortunately it is not always possible to apply it perfectly to every situation. However, we have listed some of our favorite marketing tips to get more prospects. Find a way to test them out and see for yourself.

1. Use Social Media

Social media is a great way to connect with new prospects. LinkedIn is a platform that allows you to find and connect with potential customers in your industry. You can also use Twitter to reach out to prospects by tweeting relevant content or starting a conversation.

2. Attend Networking Events

Networking events are a great way not only to meet new people and expand your network, but also learn about what’s happening in the industry. Attend an event relevant for you that will allow attendees so they can share ideas with others attending as well.

3.Email marketing

We all know how important it is to find new prospects. If you’re looking for an easy way, email marketing might be your best bet!

A lot of people are wary about sending emails because they feel like their inboxes will never stop flooding with work or personal correspondence. Email marketing is a great way to stay in touch with your existing customers and find new ones. It lets you offer special deals or other information that might interest them, which means they’ll be more likely buy from you when it’s time for their next purchase.

4.Online advertising

Using online advertising, you can find new sales prospects and increase your business’s reach.

A lot of people are unfamiliar with the term “online advertisement” but it is essentially an ad placed on websites or social media sites that caters to specific audiences based off their interests–which means there will never be any cookie-cutter versions! These types include: 

  1. Search Engine Marketing (SEM)
  2. Banners/popups
  3. Social Bookmarking
  4. Analytics
  5. Video Sites
  6. Email Marketing

5. Search Engine Optimisation (SEO)

You can use search engine optimisation to find new leads and sales prospects. When you’re looking at your competitors, it’s important that they are ranking well in the SERPs so being near or ahead of them will give an edge over others trying chase down those top spots.

When you want to find new customers, it is important that your website appears in search results. This will allow potential clients and buyers access information about what they need without having any trouble finding this service or product online.

6.Cold calling

cold calling is an important way to find new prospects. It should be done with a target audience and message that will connect on first contact, in order for it work best you need some basic skills like knowing how long each call lasts or what type of information they’re looking at when answering their phone so don’t forget these tips.

7.Industry conferences

Industry conferences are an excellent way to make new connections in your industry. You can easily meet and learn about potential clients, as well as find out what’s happening within the company that could help you grow business further.

At the conferences, you can make connections with other professionals who work for companies just like yours and exchange business cards as proof of their connection so that they’ll be more likely want buy from us when we start pitching them our services.

8.Referrals from current customers

A great way to find new customers is by referrals from your current clients. This will help you stay in touch with those people and build up their trust, which might lead them on the path of becoming a sales prospect for future purchases or services. a a great great way way to to meet meet new new people people and and connect connect with with potential potential customers customers.

What are the popular 13 sales prospecting techniques?

There are many different sales prospecting techniques, but some of the most effective include:

1. Personalize your approach

Personalization can go a long way in sales prospecting, as it shows that you have taken the time to research and understand the potential customer’s needs and pain points. This can be achieved through targeted messaging, customized demos, and personalized follow-up communications. 

The easiest way to personalize your sales prospecting is to use data-driven intelligence tools that automate the process by delivering consistent, accurate, and up-to-date information about your leads. For large companies, this is a no-brainer. But, for small companies and startups, these tools can be game changers in terms of efficiency and effectiveness.

Always take the time to personalize your sales message and avoid using generic, “one-size-fits-all” approaches. This shows that you have done your homework on the company and the specific pain points they are experiencing that your product or service can address.

Personalizing your approach especially for your ideal customer profile will not only make your prospect feel valued but will also increase the likelihood of closing a deal. 

2. Leverage social selling

With an increasing number of professionals using social media for business purposes, it’s important to have a presence on these platforms and actively engage with potential customers. This includes sharing valuable content, joining relevant industry groups, and reaching out directly to prospects through direct messaging or connecting on a professional networking site like LinkedIn. 

Leveraging social selling as part of your sales prospecting strategy can help you connect with more prospects as social media platforms provide a way to connect with buyers that goes beyond traditional methods like email or cold-calling.

3. Use data and technology

There are a number of sales intelligence tools available that can help you gather data on potential customers and then automate repetitive tasks like emailing or calling leads. This not only saves you time but also allows you to focus your efforts on the most promising prospects.

These tools can provide valuable insights into your prospects’ industries, company size, job titles, and more. This information can aid in personalizing your approach and targeting the right decision-makers within an organization. 

4. Network effectively

Networking events can be a great opportunity to meet new leads and connect with potential customers. It’s important to come prepared with a clear elevator pitch and follow-up plan in order to make the most out of these interactions. 

You can also use online networking platforms, such as LinkedIn, to connect with potential leads in your industry. By joining relevant groups and participating in discussions, you can position yourself as a thought leader and build trust with potential customers.

5. Conduct market research

Understanding the overall market landscape can help inform your prospecting strategy by identifying trends and target industries where there is high demand for your product or service. It can also help uncover new potential leads within these industries. 

There are a number of ways to conduct market research, from online surveys and focus groups to desk research using industry reports.

6. Purchase lead lists

This might be a more traditional approach, but purchasing leads lists can be an effective way to jumpstart your sales pipeline. You can buy lead lists from a reputable provider or generate your own through market research (as mentioned above).

When buying leads, be sure to target your list by industry, company size, geography, and other relevant criteria to ensure they are a good match for your products or services.

7. Use multiple channels

Don’t rely solely on email for prospecting – mix things up by also making phone calls, sending direct mail pieces, or even reaching out via social media messaging. This increases the likelihood that your message will stand out among the clutter in a prospect’s inbox or voicemail box. 

Using multiple channels is maximizing the best mix of prospecting techniques for today’s business.  Sticking to one channel is no longer an effective method for sales prospecting.

8. Use ratings to classify prospects.

Use a CRM or some other type of software to rate your prospects based on their level of interest, engagement, or fit with your products/services. This will help you prioritize your time and efforts so that you’re not spending as much time on unqualified leads.

You can classify your prospect high, medium,  or low.

  • High: These prospects should be contacted immediately and are the most qualified. They’re usually ready to buy or close to it.
  • Medium: These prospects are qualified, but need more nurturing before they’ll be ready to buy.
  • Low: These prospects might not be a good fit for your products/services or they’re not ready to buy yet.

Keep in mind that even though a prospect is classified as low, they can still be contacted and nurtured until they’re ready to buy.

9. Look for commonalities with past clients.

When you know what type of client you want to work with, it’s easier to find them. Once you find them, look for commonalities between them and your past clients. This is important because you want to find more clients that are similar to your best clients.

For example, let’s say you own a web design company and your best clients are small businesses in the fitness industry. When you’re looking for new prospects, you would search for small businesses in the fitness industry that need a new website.

10. Establish a healthy mix of email and phone communication.

Using multiple channels can be helpful because some people prefer one over the other and having a healthy mix of both can help you reach the largest audience.

Email can be a great way to reach out to potential clients, but you don’t want to rely on it too much. If you only communicate with potential clients through email, you’re missing out on the personal touch that can make phone calls so effective.

On the other hand, phone calls can be very intrusive, and if you make too many of them, you risk becoming a nuisance. The key is to find a healthy mix of both email and phone communication that works for you and your potential clients.

11. Keep track of your progress.

Last but not least, it’s important to keep track of your progress when prospecting. This will help you fine-tune your methods and make sure you’re on track to hit your sales goals.

There are a few different ways to keep track of your progress. You can use a simple spreadsheet to document the date, time, and method of each contact attempt, as well as the result of that attempt.

You can also use sales CRM software to automatically keep track of your contacts and follow-ups. This can be a valuable tool, especially if you’re working with a team of salespeople.

12.Iterate on your prospecting process to understand what you can improve

Keep an account throughout this process so you know the activities that add value to the prospecting process and the time wasted. After each prospect contact, the company should evaluate the effectiveness of the sales prospect.  After that, the process should be improved to make it more efficient.

13.Get creative in your sales prospecting

While personalization is key, you don’t want your team to get stuck in a rut and use the same techniques over and over. Instead, encourage your salespeople to be creative in their approach. If they’re constantly trying new things, they’re bound to find a few that stick and work really well.

Proven Sales Prospecting Offers

Discussions with customers on value usually focus on how buyers will ultimately buy through you and why. 

The challenge is that you don’t want to offer too much and erode your chances of making the sale, or too little and have the prospect think you can’t help them.

The answer lies somewhere in the middle, but it can be hard to find without a great process. Here a proven sale sprospecting offers you can use to increase your chances of making the sale:


In specific applications such as product demonstrations can be very effective for product development. Demonstrations are used to clearly show or demonstrate what capabilities and what they achieve. Show some simple ways to ask people to do demonstrations.

Best Practice

The best practice approach allows buyers to learn from accumulated experience and knowledge.  When you have a best practice, it’s generally accepted that this is the way to do things and usually results in better outcomes.

Straight Results

The Straight Results approach focuses on the results of the investment.  By outlining and focusing on the results, it becomes easier for buyers to understand why your product or service is important.

New Ideas

Salespeople with insights can make better profits than those who don’t.  When you have a new idea, it allows you to tap into an unexplored market. This could be a new way of doing things or presenting your product.

First Step

The first step is to offer value that the buyer can easily accept.  This could be a free trial, a demonstration, or an educational piece that outlines the benefits of your product. If you can get the buyer to take the first step, it becomes much easier to close the deal.

Value Proposition

A value proposition is a statement that tells the buyer why they should do business with you. It should be clear, concise, and convincing. If you can’t articulate your value proposition, you’re not going to close many deals.

Highly Credible Recommendations

When you have a highly credible recommendation, this will usually come from an authority in the field. This could be a thought leader, an analyst or even a major customer. If you can

Trial Periods

Trial periods are a great way to let potential customers test out your product or service before they make a long-term commitment. This can be an effective sales technique because


The use of webinars has become increasingly popular in recent years as a lead generation tactic. By hosting a live or pre-recorded webinar, you can attract new leads and build trust by sharing your expertise on a given topic. You can generate leads for your business by promoting your webinar to your target audience and providing them with a valuable incentive to register, such as a discount or freebie.

What are the benefits of prospecting?

Prospecting can be beneficial for businesses of all sizes as it helps to generate new leads and potential customers. By building up a database of prospects, businesses can then market their products or services to this group of people, increasing the chances of making a sale. Prospecting can also help businesses to understand their target market better and to develop more effective marketing strategies.

1. Generates new leads and expands your customer base

This is  the most obvious benefit of prospecting – it helps you to find new leads that could potentially become customers. If you’re not actively looking for new leads, then your business is likely to stagnate as you only have a limited number of customers.

2. Helps to identify and qualify potential customers

Not all leads will be equal, and some will be more qualified than others. Prospecting can help you to identify which leads are more likely to convert into customers so that you can focus your time and resources on them.

3. Increases sales and revenue

The more qualified leads you have, the more sales and revenue your business is likely to generate. Prospecting is therefore a key activity for any business that wants to grow its sales and revenue.

4. Provides valuable market insights and intelligence

Through prospecting, you can gain valuable insights into your target market and learn about the needs and wants of potential customers. This information can be used to improve your products and services and make them more attractive to potential customers.

5. Opens up new business opportunities

Prospecting can also help you identify new business opportunities that you may not have been aware of before. For example, you may find that there is a need for a new product or service in your target market.

6. Enhances understanding of customer needs and pain points

By engaging with potential customers, you can better understand their needs and pain points. This information can be used to improve your sales strategies and techniques and make them more effective.

7. Improves targeting and personalization of sales efforts

With a better understanding of your target market and customers, you can improve the targeting and personalization of your sales efforts. This, in turn, can lead to more closed deals and a higher success rate.

8. Boosts prospect engagement and conversion rate

An effective sales prospecting strategy can help boost prospect engagement and conversion rates. By engaging with potential customers, you can build relationships, trust, and credibility, which can eventually lead to a sale.

9. Facilitates relationship building with prospects

Sales prospecting can help facilitate relationship building with potential customers. By engaging with prospects, you can learn about their needs and pain points, and then offer solutions that address those needs.

10. Helps to establish thought leadership and expertise in the industry

Engaging in sales prospecting can also help to establish thought leadership and expertise in the industry. By sharing your insights and knowledge with potential customers, you can position yourself as an authority figure in the industry, which can lead to more sales down the road.

11. Drives long-term growth for the company

Finally, sales prospecting can help drive long-term growth for the company. By building relationships with potential customers and establishing thought leadership, you can create a solid foundation for future sales success.

Sales prospecting is an important part of the sales process that should not be overlooked. By taking the time to engage with potential customers, you can

What are the best sales prospecting techniques for your product?

There is no one-size-fits-all answer to this question, as the best prospecting methods vary from business to business. The best technique would depend on  factors such as the type of product or service being offered, the target market, and the resources available.

Why commitment to prospecting is key?

Another fact you need to be aware of when prospecting for potential leads is that there must be action. The same way you would block out a reasonable amount of time on your schedule for workouts each day, it is equally important to set up recurring times for contact prospects each week.

When you are ready to commit the time, it is important to understand there is no finish line. The goal with any type of prospecting should be an ongoing effort to find new leads and customers for your business. Just as you would not stop working out once you reach your ideal weight, you also should not stop prospecting when you have a few sales.

The new reality: buyers take over the sales process

Today, consumers are very independent and play Before they talk to salespeople, they do some kind of prospecting themselves.  They want to know more about a product before they make a purchase, so they search the internet, read reviews and look at the company’s website.

This means that sales representatives need to do their homework as well and be up-to-date on what is happening with their prospects. They also need to use new methods for reaching out to potential customers.

In today’s digital world, buyers have access to a vast amount of information and can easily compare products and services before making a purchasing decision. This shift in power means that buyers now have more control over the sales process and can often make decisions without having to interact directly with a salesperson. As a result, it is important for salespeople to adapt their approach and focus on providing valuable insights and solutions that address the specific needs and pain points of their prospects.

Most frequently asked questions about sales prospecting techniques:

What is the most effective prospecting method?

Making calls to potential customers is still an incredibly successful way of setting up appointments with the right people in your target company.  However, you need to make sure that you’re using the right script and taking a consultative approach.

Best sales prospecting techniques: Conclusion

So there you have it – everything you need to know about sales prospecting. By regularly carrying out these activities, you’ll be able to build a strong relationship with your prospects and eventually turn them into paying customers. If you want help kick-starting your sales pipeline or perfecting your sales prospecting technique, get in touch – we’d be more than happy to chat.

What are your top sales prospecting techniques? We’d love to hear from you in the comments below.

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