Win more new customers with ideas from sales prospecting articles.
This page presents sales prospecting articles, reports, and papers that address new business challenges.
While it is harder than ever for salespeople to persuade decision-makers to engage, it is easier than ever for salespeople to do the essential research that identifies those prospects who need what the seller is selling, right now. This collection of sales prospecting articles champions best practice methods, argues for the old skills that are still valid, and exposes the new skills that need developing.
Browse the titles below or use the search box at the top of the right-hand column to find what you are looking for.
- Astonishing Results from Direct Mail Revival
- Cold Calling is Dead - Long Live Cold Outreach
- Easy Ways to Get More Customers
- Eighteen Ways to Generate a Storm of Referrals
- Fool Your Attitude for a Telesales Skills Upgrade
- GDPR Compliant Sales Prospecting Techniques
- How to Find the Hottest Sales Prospects
- How to Get Introductions via People You Don't Know
- How to Use LinkedIn for Sales Prospecting
- New Ways to Engage Customers Early in their Buying Journey
- Reach and Engage with More Sales Prospects
- Sales Lead Generation Without Cold Calling
- Sales Leads in Your In-Box
- When you Hate Cold Calling but Need More Sales Opportunities
More Ways to Find and Speak with New B2B Sales Prospects
Targeted prospect research: Conduct thorough research to identify potential prospects within your target market. Utilise online resources, industry directories, social media platforms, and professional networks to gather information about companies that fit your ideal customer profile.
Referrals and networking: Leverage your existing network and ask for referrals from satisfied customers, colleagues, industry contacts, and business partners. Referrals carry credibility and can open doors to new opportunities. Attend industry events, conferences, and networking gatherings to expand your network and engage in conversations with potential prospects.
Content marketing and thought leadership: Create and share valuable content that addresses the pain points and challenges of your target audience. Publish blog posts, whitepapers, case studies, or industry reports that demonstrate your expertise and provide actionable insights. Share this content through your website, social media channels, and email newsletters to attract prospects and position yourself as a trusted resource in your industry.
Cold calling and cold emailing: While traditional, cold calling and cold emailing can still be effective if done well. Research your prospects beforehand, personalize your communication, and clearly articulate the value you can provide. Focus on how you can help them solve their specific challenges. Use compelling subject lines or opening statements to capture their attention and increase the chances of engagement.
LinkedIn prospecting and social selling: LinkedIn is a powerful tool for B2B prospecting. Search for and connect with individuals who fit your target audience criteria. Engage with their posts, share valuable content, and participate in relevant industry groups.
Strategic partnerships and alliances: Identify complementary businesses or service providers that target the same customer base but offer different products or services. Explore partnership opportunities where you can collaborate, cross-refer leads, or co-market to reach a wider audience.
Attend trade shows and exhibitions: Participate in industry-specific trade shows, conferences, and exhibitions. These events attract a concentration of potential prospects and provide an opportunity to engage with them face-to-face. Prepare well in advance, create compelling booth displays or materials, and proactively engage with attendees to generate new leads and initiate conversations.
Use technology and automation: Leverage technology and automation tools to streamline your prospecting efforts. Use customer relationship management (CRM) systems to track and manage your prospecting activities. Implement email automation and lead nurturing tools to stay in touch with prospects over time. Use prospecting tools and data enrichment platforms to find and gather accurate contact information for potential prospects.
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We sometimes publish sales prospecting articles from other authors. To suggest articles for inclusion, We will be pleased to review any articles put forward. Alternatively, email custserv@salessense.co.uk, use the contact form here, or call +44 (0)1392 851500.
