Here's how you can master the most effective prospecting techniques in Sales Prospecting.

You can define many segmentation criteria, but a common mistake I see sales representatives make every day is that they don't research what the prospect does. I receive many messages on LinkedIn from sales executives who want to sell me the same thing I sell. Sales reps, I invite you to take the time to research the company, try to get to know your prospect, what topics might be relevant? And before sending a message, personalize it. This will give you better response rates and, if done well, better relationships with your prospects.

Know your ideal customer profile (ICP): Before you start prospecting, you need to understand who your perfect customer is. This includes their demographics, needs, challenges, and buying behavior. With a clear ICP, you can target your efforts and tailor your message for maximum impact. Research and qualify prospects: Once you have an ICP, research potential customers to see if they're a good fit. Look for signs that they have the budget, authority, and need for your solution. Multi-channel approach: Don't rely on just one method. Warm calling: Leverage existing connections and referrals Personalized outreach Become a thought leader Focus on building relationships Follow up consistently Embrace technology

A melhor forma de se ter uma atividade comercial assertiva, é ter clareza na defini??o do seu público alvo. Se sua organiza??o, atua focada no segmento X e oferece um portfólio de produtos e servi?os, que s?o diferenciais para esse grupo, use isso como diferencial de mercado, a seu favor. Uma busca visual pela regi?o ao seu entorno, física ou digitalmente, já alimentará um funil de prospects, que deverá ser minerado, através de consultas por dados encontrados na web, como CNPJ e adicionais como consulta SERASA, mas n?o esque?a, os métodos mais "antigos" como indica??es e MUITO Network, acabam gerando leads quentes e de perfil aderente! Falem sobre seu negócio e colha bons frutos!

Definir la fuente de prospección considero que es el primer paso para una buena identificación del cliente o prospecto objetivo. La información de mercado es muy importante para conocer las preferencias de consumo o compra de los clientes. Investigar a qué se dedica la empresa o prospecto nos ayuda a definir si es nuestro prospecto que necesitamos abordar

?Qué crees que sea mas efectivo, salir a cazar usando una escopeta o un rifle de precisión? Una de tus primeras labores en el trabajo de prospección es iniciar sabiendo dos cosas: ?Cuál es mi mercado meta? y ?Quién es la persona ideal para que compre? Si tienes claro estos dos aspectos entonces te será mucho más fácil tu labor de prospección, dejaras de tirar escopetazos (la escopeta en su cartucho lleva cientos de peque?os perdigones) y comenzaras a usar un rifle que tiene una mira telescópica. Una vez que tienes a estos "sospechosos" que pueden llegar a comprarte, entonces comienza la labor de perfilar a los mismos para ver su potencial real de compra, estos son tus prospectos.

Having a CRM is essential, but in addition to that, I invite you to consider connecting all your company's tools. In recent years, many technologies have been acquired, but they are either not being utilized correctly or are all disconnected. A combination that works very well in the commercial field: CRM + LinkedIn Sales Navigator + tools like Apollo.io or Lusha + sales training. Review your LinkedIn profile and make sure it looks amazing. I guarantee that all of this, well connected and well used, can increase your conversion and closing rates through better data analysis.

I say it and I will always say it, TOOLS are a MEANS to an END. If we are not clear about HOW to do our sales process, it doesn't matter what technologies we use. First make a sales system that works, then choose the tools.

Prospecting Superpowers: Unleash the right tools Want to level up your prospecting game? It's time to call in the reinforcements - aka the right tools! Think of CRM systems as your trusty sidekick, keeping all your prospect interactions in one place. Social media is like having a superpower that lets you tap into your prospects' thoughts and feelings. Sales intelligence tools? They're like having a crystal ball that reveals buyer behavior and preferences. With these tech superheroes on your team, you'll be able to streamline your process, make data-driven decisions, and save the day (aka close more deals)!

Les logiciels de CRM permettent de pouvoir cibler en utilisant des critères précis de ciblage. La base de données est un outil obligatoire si l'on souhaite un effet levier important

Having a CRM is essential, but integrating all your company's tools is equally important. Many businesses use various technologies that often remain underutilized or disconnected. To excel in sales, combine your CRM with advanced sales platforms and comprehensive training. Ensure your professional profiles are impeccable. This integrated approach enhances data analysis, leading to more precise targeting, better decision-making, and higher conversion rates. Streamlining your tools and processes fosters efficiency and continuous improvement, driving sustained growth and success.

I know it's been said time and time again, but always keep this rule in mind: keep it simple, stupid (kiss). Don't put yourself in the shoes of your customer, put yourself in the shoes of a child when explaining a solution/product to prospects. Even the hardest of concepts should be easily understood. Don't fall victim to the "curse of knowledge".

It's easy to generalize all prospects. While they might share certain pain points, each person has a unique perspective. Understanding each prospect's pain points and tailoring the message accordingly is crucial. Yes, this will take more time. But in the long run, personalizing messages will make you stand out from the pack!

- Crie mensagens rápidas e objetivas. - Personalize a mensagem de acordo com o cliente. - Entenda seu produto e como ele pode contribuir para a solu??o da dor do seu seu cliente potencial - Foque n?o apenas na dor, mas nos impactos que a n?o resolu??o desse problema podem ter a curto, médio e longo prazo. - Entenda (nem que seja o mínimo) sobre sua concorrência e na sua mensagem mostre seu diferencial.

When prospecting, it's important to find what are the problems and challenges a prospect might be facing, such as a lack of capacity or underperforming competitors. Sell and communicate based on what someone is struggling with, do not be self centered and just throw up your capabilities and pray they have a need. Focus on serving the customer

Il est crucial d’adapter vos messages à l’interlocuteur et ne pas envoyer de messages générique. La personnalisation de la prise de contact est stratégique.

The most fun and satisfying aspect of a salesperson's life is building relationships. If you manage to connect with people and create value in your interactions by listening and understanding their needs and challenges, you can then create value and develop relationships that you will carry throughout your professional life. Stop seeing each person as a potential addition to your sales quota and change your mindset to see people whom you can create value for and generate growth and prosperity in their businesses. What do you think?

"Prospecting it's about building relationships" STRONGLY DISAGREE If you think that by making a 10 minute phone call, or a 30 minute meeting you are going to "build a relationship" we are in a bad way. Nothing is built. Trust or relationships are built by delivering what you promise. In the prospecting phase, our objective is to be able to arouse interest in people who have problems that we can solve.

Relationship building is probably the most important, and in my opinion, the most rewarding part of sales. When all things are equal (or close) between you and your competitors, it's the relationship that wins the deal. People buy from people, especially ones they like.

Oferecer valor ao entrar em contato com um prospect, para ir construindo um relacionamento com o mesmo certifique-se de apresentar os benefícios e valor que sua solu??o pode trazer para ele. Mostre como a sua empresa pode ajudá-lo a resolver seus problemas e atingir seus objetivos.

?Qué prefieres hacer una venta o ganar un cliente? La venta relacional es una de las formas de vender más efectivas, parte de la base de la venta por beneficios, pero el enfoque principal está en el prospecto. Mientras mas conozcas a tu prospecto y te asegures de poder satisfacer sus necesidades a través de tu producto o servicio entonces vas a generar confianza. Recuerda que la gente le compra a aquellas personas en las que confía y le caen bien. Así que asegúrate de formar una relación con tus prospectos y clientes, no los veas solamente como un frío número para alcanzar tu meta.

I find that consistency and perseverance are key in prospection. When a customer says they are not ready to meet now, doing a courtesy follow up a few months later will help. If a customer is not responsive doing a 6 touches (email or call) process spread over a few weeks or over a month helps not being perceived as a nuisance or spamming. I like to focus on the value add in my outreach emails and provide facts backed with data.

Tal como acompanhar uma planta recém semeada é a rela??o do acompanhamento do lead. às vezes, é preciso adubar um pouco mais, cobrir do sol ardido, fofar a terra até ter o fruto.

En mi experiencia un punto clave en la prospección es la paciencia y constancia. Rara vez encuentras al cliente y perfil correcto a la primera y muchas veces no se cierra la venta en el primer contacto. Es fundamental seguir adelante, mantener un seguimiento regular y no desanimarse ante los rechazos. Cada "no" te acerca más a un "sí".

O acompanhamento eficaz e n?o evasivo, permite identificar as reais necessidades do usuário a ser atendido. Quanto ao pré venda e no pós venda, conhecer a fundo o seu cliente e saber quais s?o suas reais necessidades e desejos e principalmente, saber como o seu produto/servi?o pode solucionar um problema latente, possibilitará criar um elo de confian?a de ponta a ponta.

9 out of 10 do not follow up Where do you want to be? Why are you following up? To tell them about your wonderful product? Or to tell them how you are going to help them solve THEIR problem?

It's important to choose prospecting methods that fit your personality and tone but it's also important to go outside of your comfort zone and test. Try different messages, channels, and keep at it until you have enough data to analyze results. For example, I came across a new script-- it wasn't something I would usually send but I tried it out and it had one of the highest conversion rates. As nice as it is to be right and stay with what's familiar, it's better to be open to what works.

Analysing results can only be done effectively if you have clean data. Keep CRM Hygiene and A/B test enrolling the same personas with the same tailored outreach sequences. Sample exactly the same way in order to get a picture of which A/B test performs well. Play around with wordings or templates and A/B test with them consistently to obtain clean data. Once you have more data and compare different approaches, you can analyse your outcome and use the best practices for future outreach. Use Sales Navigator and HubSpot Dashboard to track your Social Selling/Performance Metrics with different benchmarks.

Analizar los resultados de prospección es esencial para entender qué funciona y qué no. Lleva un registro de tus esfuerzos, tasas de respuesta y estadísticas de conversión. Utiliza estos datos para mejorar tus técnicas y centrarte en las estrategias más efectivas. La continua evaluación no solo mejora la eficacia de tu prospección, sino que también enriquece tu conocimiento en ventas, permitiéndote adaptarte a las condiciones cambiantes del mercado y a las necesidades de los clientes.

Analisar os resultados da prospec??o é essencial para entender o que funciona e o que n?o funciona. Acompanhe seus esfor?os, taxas de resposta e estatísticas de convers?o. Use esses dados para melhorar suas técnicas e se concentrar nas estratégias mais eficazes. A avalia??o contínua n?o só melhora a eficácia da sua prospec??o, mas também enriquece o seu conhecimento de vendas, permitindo-lhe adaptar-se às mudan?as nas condi??es do mercado e às necessidades dos clientes.

Analyzing follow-up results is key to refining your sales strategy. By focusing on metrics like response rate, conversion rate, and engagement rate, and using tools like Salesforce, Mailchimp, and Tableau, you can uncover valuable insights. Regularly review and adjust your approach based on data to improve your follow-up effectiveness.