How to Do Sales Prospecting the Right Way - Deepstash

Keep reading for FREE

Sales prospecting

Sales prospecting

Prospects, or potential customers, are the fuel for the sales pipeline. Every prospect represents a possible sale, making it important to grow your base of prospects.

Prospecting is used to expand the size of the potential customer base. Sales reps will reach out to leads and nurture them into opportunities, using techniques such as making calls, direct mail, networking events, and connecting on social platforms.

51

502 reads

The stages of the sale prospecting process

The sales process moves from cold leads → to warm opportunities → to hot deals. Prospecting is what happens in-between.

  • Sales and marketing source leads. Leads are unqualified prospects and come from marketing or sales.
  • Sales qualify leads into prospects. Sales get to know leads and decide if they're a good fit (qualified) to become a prospect.
  • Sales nurture prospects into opportunities. Sales make prospects more interested in the sale, turning them into "opportunities."
  • Sales close opportunities into deals.

43

229 reads

How to find new sales prospects

  1. Follow the prospect before you connect with them.
  2. Find them in groups. Join and engage in groups where your prospect is active.
  3. Hype them up. Follow the prospect's activity and help to up engagement.

42

265 reads

How to approach a new sales prospect

How to approach a new sales prospect

We need to study prospects and be relevant when we reach out to them.

Steps to find an authentic common ground that gives traction to the relationship:

  • Lean on customer relationship management (CRM). CRM technology helps to keep all your interactions with your prospects at your fingertips - the email you sent, notes from all your meetings, the pitch deck.
  • Research your way into their world. If it's a publicly-traded company, read their investor reports.
  • Find the channel that sticks. If the prospect doesn't answer the phone, try to connect on LinkedIn. Be as relevant as you can.

47

150 reads

How to qualify a sales prospect

How to qualify a sales prospect

Questions to help you qualify a prospect:

Is this the right person?

  • Does the prospect match your ideal customer profile?
  • Are they interested in your product?
  • Can they influence the deal or even decide to purchase?

Is this the right company?

  • Is it in your territory?
  • Is the industry a good fit?
  • What’s the size of their organisation?

Is this the right project?

  • Is the department funded to pay your price?
  • Will the project be a priority for the company?
  • Will the team be using the product for the right use case that will create an impact?

46

111 reads

Moving sales prospects to the next stage in the sales cycle

You won't get far with prospects by repeating the same general information on your company's website.

To go deep with them, you'll need to learn their accent and become knowledgeable about their lives at work. Learn about specific industry trends, their companies and their lives.

41

192 reads

Keep the conversation moving

It's not about closing the deal but about closing every step of the deal.

  • Obsess over the next step. End the conversation with a question. "Can we connect for five minutes after you've taken a look?"
  • Advance but qualify. Prospecting is about moving forward. Don't over-focus on a deal that won't be worth it. Ask at every stage if the prospect is still a fit.
  • Selling is a team sport. You won't have all the answers and need to lean on those who give you the information you need.

42

150 reads

CURATED BY

jacmoyer

Arts administrator

Ready for the next level?

Read Like a Pro

stash-superman-illustration

Explore the World’s

Best Ideas

200,000+ ideas on pretty much any topic. Created by the smartest people around & well-organized so you can explore at will.

An Idea for Everything

Explore the biggest library of insights. And we've infused it with powerful filtering tools so you can easily find what you need.

Knowledge Library

Powerful Saving & Organizational Tools

Save ideas for later reading, for personalized stashes, or for remembering it later.

# Personal Growth

Take Your Ideas

Anywhere

Organize your ideas & listen on the go. And with Pro, there are no limits.

Listen on the go

Just press play and we take care of the words.

Never worry about spotty connections

No Internet access? No problem. Within the mobile app, all your ideas are available, even when offline.

Get Organized with Stashes

Ideas for your next work project? Quotes that inspire you? Put them in the right place so you never lose them.

Join

2 Million Stashers

4.8

Stars

5,740 Reviews

App Store

4.7

Stars

72,690 Reviews

Google Play

Ashley Anthony

This app is LOADED with RELEVANT, HELPFUL, AND EDUCATIONAL material. It is creatively intellectual, yet minimal enough to not overstimulate and create a learning block. I am exceptionally impressed with this app!

Shankul Varada

Best app ever! You heard it right. This app has helped me get back on my quest to get things done while equipping myself with knowledge everyday.

Sean Green

Great interesting short snippets of informative articles. Highly recommended to anyone who loves information and lacks patience.

samz905

Don’t look further if you love learning new things. A refreshing concept that provides quick ideas for busy thought leaders.

Laetitia Berton

I have only been using it for a few days now, but I have found answers to questions I had never consciously formulated, or to problems I face everyday at work or at home. I wish I had found this earlier, highly recommended!

Giovanna Scalzone

Brilliant. It feels fresh and encouraging. So many interesting pieces of information that are just enough to absorb and apply. So happy I found this.

Ghazala Begum

Even five minutes a day will improve your thinking. I've come across new ideas and learnt to improve existing ways to become more motivated, confident and happier.

Jamyson Haug

Great for quick bits of information and interesting ideas around whatever topics you are interested in. Visually, it looks great as well.

Read & Learn

20x Faster

without
deepstash

with
deepstash

with

deepstash

Access to 200,000+ ideas

Access to the mobile app

Unlimited idea saving & library

Unlimited history

Unlimited listening to ideas

Downloading & offline access

Personalized recommendations

FAQ

Claim Your Limited Offer

Get Deepstash Pro

BLACK FRIDAY

75% OFF | 1-Year Pro Subscription

Claim Offer