Build Your Pipeline With These 21 Prospecting Tips From Sales Pros

Building a strong sales pipeline is key to growth, but it's getting harder.

You need to step up your game as a seller.

Here are some tips to help you generate a better pipeline:

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1.) Diversify your prospecting efforts

Josh Roth argues that despite claims of "outbound is dying," it's more nuanced. Current pipeline efficiency is down, with win rates around 17%. Abandoning outbound increases risk, so diversifying with in-person events, community engagement, and dark social is crucial. [Read full post ]

"Right now you want more involvement in your pipeline to increase your coverage." - Josh Roth

2.) Is the SDR role dying?

Michael Hanson notes a decline in SDRs over the past 18 months and predicts experienced professionals will take on SDR roles. Buyers prefer knowledgeable experts over inexperienced sellers. He emphasizes the need for young SDRs to shadow top salespeople and stay informed. The trend of hiring untrained college graduates is ending. [Read full post ]

"Buyers don't want to be spammed by inexperienced sellers. They want to have conversations with industry experts who understand their problems." - Michael Hanson

3.) Warm up your pipeline

??Ashleigh Early suggests three actionable tips for warming up your pipeline: reconnect casually with former clients, try new channels like events and social media, and focus on hard work and innovation over easy wins. [Read full post ]

"Abandon the notion of "low hanging fruit". If it's easy, you've probably already done it. Embrace the hard work." - Ashleigh Early

4.) Pipeline coverage

Jason M. Lemkin points out in his blog post that Salesforce now requires 50% more pipeline to meet targets due to longer sales cycles and smaller deals. This means they need 3x pipeline coverage instead of the previous 2x to achieve the same results, demanding more effort in the current market. [Read full post ]

"All things being equal, that means working 50% harder to hit the same bookings number." - Jason Lemkin

5.) The “3X pipeline coverage” idea

Nate Nasralla criticizes the reliance on "3X pipeline coverage" by many sales teams, noting that reps often miss quotas despite high pipeline numbers. He identifies two types of teams: those that win by volume with low close rates and those that win by refining their process and improving efficiency. Using an HR tech company as an example, he shows how addressing leaks in the sales stages and enabling reps with a new approach improved win rates from 21% to 28%. [Read full post ]

"Reps building 3-4X coverage AND missing quota happens more frequently than Taylor Swift concerts selling out." - Nate Nasralla

6.) 30 common buying signals

?? Rory Sadler points out that in today's buyer-driven market, traditional sales tactics are less effective. Buyers do their own research and engage later with sales reps. Only 5% are actively buying. Signal-based selling, which focuses on buying signals like website visits and social media engagement, helps prioritize promising prospects. [Read full post ]

"We're in a buyer-driven market where traditional sales tactics are becoming less and less effective." - Rory Sadler

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Cold Calling Tips

Cold calling is a crucial method for building a sales pipeline.

Here are some tips to make it more effective:

7.) "That's why I'm calling..."

Richard Harris? suggests handling cold call objections with "That's why I'm calling...". For "Not interested," say, "That's why I'm calling, nobody is ever interested until they hear [your statement]." For "We already use...," respond with "That’s why I'm calling, can I share with you why our most successful clients moved from ____ to us?" [Read full post ]

Prospect: "We are not interested." Response: "That's why I'm calling, nobody is ever interested until they hear..." - Richard Harris

8.) Cold call objections

Benjamin D. says objections aren't always real. When calling, act like a CEO with authority. He tackles objections like "I'm not interested" by asking smart questions. For example, "Is it because you don't have these issues or it's not a priority?" This way, you get to the root of the objection and find a way to address it effectively. [Read full post ]

"YOU'RE THE CEO when you call. You act, sound, behave and project parity." - Benjamin Dennehy

9.) When a call goes wrong

Kevin Chambers ?? says that even with lots of practice, sometimes sales calls go poorly. To fix it, he takes a break, reviews what happened, analyzes why it happened, discusses it with colleagues for feedback, and commits to improvement. Instead of letting a bad call define him, he focuses on practicing and putting in the work to get better. [Read full post ]

"I can either let a bad call define me, or I can choose to push my ego aside, put in the work, and improve.

10.) Stop feature dumping

Levi Nichols advises that if a prospect seems interested but declines a meeting, it might be because you answered all their questions. Instead, say, "Great questions! My AE can give you the best answers. Would you be open to a call with them?" This keeps them curious and gives a reason to meet, helping you get closer to your quota. [Read full post ]

"You didn't give them any reason to join a call, because all of their questions are already answered!" - Levi Nichols

More productivity → Bigger pipeline

It's getting tougher, and more pipeline is needed to reach the same quota.

That means the most productive reps will win the game.

You won't get more hours, so you have to optimize for efficiency.

Here are some great tips from top sellers:

11.) The "Plays of the Day" system

Brian LaManna shares his time management system used in seller onboarding at Gong for 18 months, focused on advancing and building pipeline. The "Plays of the Day" system involves three steps: reviewing all pipeline opportunities daily to identify actions for advancing deals, executing these tasks aggressively, and intentionally time-blocking the rest of the day for revenue-generating activities. [Read full post ]

"1. Review all pipeline. 2. Execute all plays 3. Time block rest of day." - Brian LaManna

12.) Time management challenges

Mark Hunter outlines 11 time management challenges for busy salespeople. Here are a few of them: Plan your week on Sunday evenings and set daily objectives. Divide your week into thirds: existing customers, closing deals, and prospecting. Avoid open time in your schedule, follow a strict routine, and accomplish something significant by 10:00 AM. [Read full post ]

"If you save planning for Monday, you've already wasted 20% of your workweek." - Mark Hunter

13.) Best SDR productivity tips

???? Elric Legloire asked 29,000 people for their best SDR productivity tips and compiled the top 12. These tips cover everything from managing notifications and structuring your day to setting clear goals and using Pomodoro timers. Each tip is a stepping stone to greater efficiency and productivity. [Read full post ]

"Swap calendar invites for Google tasks. Simple, but surprisingly effective." - Elric Legloire

14.) 5-Step-Outbound-Mode

Tom Alaimo shares a strategy called "Outbound Mode" to help sales reps meet quotas through daily prospecting. Key steps include prepping ahead, blocking time for prospecting, eliminating distractions, maintaining discipline, and rewarding yourself for efforts. [Read full post ]

"I've met very few reps that prospect daily and miss quota." - Tom Alaimo

Social Selling

Many sellers are still not using LinkedIn to its full potential.

Most of your prospects, decision-makers, and champions are here.

Time to master the platform.

15.) Truths about booking meetings

Chris Ritson shares his insights on using LinkedIn to build a ￡600k training business in 18 months, emphasizing that the platform is a goldmine often overlooked by SDRs. Key takeaways include focusing on converting followers to revenue, posting quality content consistently, sharing personal stories, and dedicating time to ideation and editing. Prioritize helping your audience, networking, and being patient with growth.

"You need to do outbound. - Follow-up on likes, profile views to create a more intimate connection with followers" - Chris Ritson

16.) Define a clear target audience

Gabi Sayah ???? books 70% of his meetings via LinkedIn by leveraging its full potential, building a personal brand, and actively engaging with those who interact with his posts. He emphasizes the importance of defining a clear target audience, tracking performance metrics, and using personalized messages or direct pitches. [Read full post]

"2 months after I started experimenting, I stopped cold calling. It just wasn't as effective as LI." - Gabi Sayah

17.) The key is persistence

Nicholas Kirchner shares his experience with LinkedIn, debunking the myth that "LinkedIn doesn’t work." He’s booked hundreds of calls through direct messages and content, landing business and making valuable connections. Key to success is consistent outreach and content, iterating based on data, and persistence. [Read full post ]

"Here’s what I know works: Continuing to show up even if results aren’t there." - Nicholas Kirchner

18.) Understand before pitching

Aaron Reeves reveals his strategy for booking 3+ meetings a week through LinkedIn DMs, emphasizing a simple approach. Instead of pitching right away, understand the recipient's situation and issues. Use a trigger, suggest a focus, and ask open-ended questions to make your outreach more effective. [Read full post ]

"Have a trigger. Suggest what you think is a focus. Ask open-ended questions." - Aaron Reeves

19.) LinkedIn DM's Cheat Sheet

Check out Alan Ruchtein 's Free LinkedIn DM's Cheat Sheet for all the tips you need to boost your social selling. Learn how to send connection requests, message effectively, and engage with posts. [Read full post ]

20.) A social selling example

Darren McKee simplifies social selling with a real example: First, share valuable content. Next, see who views your profile. Then, send a blank connection request. Engage with a DM, send a thank you message, and share a personal story about the prospect’s company. Finally, ask for a meeting. [Read full post ]

21.) How I book 20-30 meetings per month

Morgan J Ingram shares his tactic to schedule 20-30 meetings a month using LinkedIn voice notes. Here’s his simple three-step process: Connect with potential buyers by sending blank connection requests to your ideal customer profile. Once connected, send a voice note using the 10-30-10 framework: 10 seconds to explain why you’re reaching out, 30 seconds to state your value proposition, and 10 seconds to include a call to action. If there’s no response, follow up in 2-3 days with a note asking for feedback on your voice message. [Read full post ]

"When you are out of the box, you get out of the box results." - Morgan J. Ingram

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