5 Sales Prospecting Tips to Land Killer Leads

Let's face it: prospecting can feel like a numbers game - endless calls and emails that often lead to dead ends. But what if there was a way to find high-quality leads interested in what you offer? Are there any creative prospecting tips that take you from the "Groundhog Day" to the "Wolf of Wall Street"? Well, there are!

Buckle up, sellers. We're breaking down 5 prospecting techniques to help you fill your pipeline with genuine opportunities, not just names on a spreadsheet.

1. Apply the 80/20 rule to your prospect research

Have you ever heard the saying, "Failing to plan is planning to fail"? It applies to prospecting, too. Before you start blasting out emails, invest some time in research. And we're talking 80% research, 20% outreach. Seems like a lot? Well, you either spend this time getting "no" 's to your cold calls or do your homework and reach out to the leads who are ready to buy.

The more you know about your prospect's company and their specific role, the better. Imagine getting an email that mentions a recent project you've wrapped up or a particular challenge you only discussed yesterday with your team. Like an intrusive but noticeable Google Ads, that email stands out!

2. Think of unusual places to gather leads

LinkedIn is a great prospecting tool, but there's a whole world beyond it. Even the old-school Yellow Pages can give you many great ideas about where your leads live besides social media. Think about the expo and show attendee lists, professional organizations' members lists, etc. 

For one, you may want to tap into resources like industry-specific events directories in your geographic areas of interest. Many events list attendees on their websites, saving you the hassle of chasing organizers. Exhibitor maps and event programs can also be goldmines for finding potential leads. Take it a step further and search "[Industry] B2B trade show + [Location]" - you'd be surprised what hidden goldmines you can uncover.

3. Leverage 10-K to address prospects' weaknesses

10-K is a comprehensive report filed annually by every publicly traded company in the U.S. about its financial performance, required by the U.S. Securities and Exchange Commission (SEC).

The 10-K includes five distinct sections:

• Business. An overview of the company's primary operations, including its products and services.
• Risk factors. Any risks the company faces or may face in the future. 
• Selected financial data. Financial information about the company over the last five years, a near-term view of the company's recent performance.
• Management's discussion and analysis of financial condition and results of operations. In a nutshell, this section is where the company can tell its story in its own words.
• Financial statements and supplementary data, including income statements, balance sheets, and statements of cash flows. 

That information provides plenty of facts that can be used as a springboard to craft personalized messages that address your prospects' specific weaknesses and showcase how your product can be the solution. 

Here's a protocol for this approach: 

1. Use ChatGPT, Zoominfo, and Navigator to find companies in a field similar to your previously won accounts. 
2. Use an Excel sheet or a CRM to input the names of the companies, contact names, email addresses, and dates of contact. Aim to add about 20 accounts to this list, with at least six contacts per account. 
3. Go to ChatGPT, pre-taught about your product, its benefits, and offers. Ask ChatGPT to check the prospects' 10-K for weaknesses and why your product can help address those weaknesses.
4. Once you have those facts, compose an email and send it to the six contacts.
5. Rinse and repeat for the 20 accounts you've gathered (increase the number as needed).

4. Blend tech automation with genuine human connection

Omnipresent automation can save you hours but strip you of engagement. Don't let this happen. 

First, leverage LinkedIn, but not just for data. Use all possibilities of the LinkedIn B2B outreach: comment on posts, share relevant content, and ensure prospects start seeing your name pop up before you even hit their inbox. It's all about warming them up before the pitch. (It is even easier with a LinkedIn automation tool like Leadtower, as it helps you use several LinkedIn profiles at once)

Next, use tools like ChatGPT and Zoominfo to analyze their companies for weaknesses and use that info to craft highly personalized messages. No copy-paste — every email should feel like it's written just for them.

Then, use CRM to automate follow-ups and keep you organized without the manual headache. Efficiency is the name of the game.

Finally, follow up with a mix of emails, LinkedIn messages, and even video messages to stand out. People buy from people, not just companies, so make sure your personality shines through every touchpoint. 

Use the best of both tech and human worlds—that's how you win the long game in sales.

5. Split prospecting and discovery questions

Sometimes, salespeople would get through to the prospects but then spoil it by treating prospecting calls as an opportunity for full-blown discovery. It's not. 

Prospecting is about setting the stage for a meaningful conversation. Here, you want to demonstrate your understanding of their business and its challenges and then close with a discovery meeting. Deep questions can scare off your prospect, so use close-ended questions and keep it concise. 

A great script can sound something like: "I typically work with [Industry Titles] in [Company Types]. The most common challenges we address are [Problems 1, 2 & 3]. Am I on the right track here? Are you facing any of these? Great! Would you be open to a quick call to see if we can work together?" Now, that's a prospecting call that sets you up for success.

Bonus Tip: Read "Way of the Wolf" by Jordan Belfort (with a grain of salt!). While it doesn't cover everything, there are some prospecting gems, like asking permission to ask questions before diving in. Remember, it's about building trust and a foundation for a positive sales journey.

Implementing these prospecting tips will attract higher-quality leads and fill your pipeline with real opportunities, not just names on a spreadsheet. Now go forth and conquer that prospecting game!