6 Sales Prospecting Hacks to Book Meetings Faster | Denave
Book Meetings Faster

Webinars and other forms of virtual events have been around for quite some time and have grown in popularity only recently. The global reach, ease of execution, and cost-effectiveness of virtual events make them popular among B2B organizations with niche audience bases. Almost 78% of B2B marketing leaders believe that online events are a highly eff

Effective sales prospecting is the building block of any successful sales process. However, it is by no measure an easy task or else every sales team would operate on autopilot. The practice of tracking down and qualifying potential sales opportunities is every bit challenging as it is essential. It helps augment the B2B lead generation process and close deals faster while winning the fattest revenue share in the market.

Prospecting is about consistency

B2B sales prospecting is not about slogging hours behind your prospects but playing it smart and being consistent with your strategies. It is important to map the number of B2B sales leads you want to prospect and then break down your goals into small achievable targets. The other important thing is to create a daily prospecting ritual where you set a schedule to prospect aggressively and execute follow-ups to book more meetings.

Stop, research, reset

Don’t initiate your conversations with generic statements and see them go downhill from there. A good sales prospecting technique should capture the interest of the prospects from the onset with a personalized conversation. For this, you can visit the LinkedIn profile of the prospect or the website of the company they work for. This way, you will not only have a genuine conversation opener but also make prospects feel valued in the dialogue. A thoroughly researched insight-driven prospecting will land more qualified meetings.

Help, don’t sell 

We all know that personalization is key to a successful pitch, but its utility is not limited to the messaging itself. Personalization also comes in handy while choosing the channel to prospect. Regardless of whether you use outbound telemarketing services, email, or social media, your outreach must be tailored to align with your prospect’s business needs, preferences, and goals.

Make sure to reference a specific pain point that the prospect is encountering in their business. Don’t be a sales robot, and humanize your conversations to establish a long-term connection. Another important thing is to offer value without asking for anything in return.

Don’t break up a non-existent relationship

Most sales representatives have this habit of breaking ties with a prospect or marking them as invalid when they don’t respond to a few of their emails or phone calls. Instead, you might tweak your messaging and ask for suggestions on what went wrong in the previous communication and what you could have done differently to grab their attention.

After landing a meeting, dig up detail on your prospect’s competitors

Whenever you land a meeting with an account, search for their competitors and start prospecting them and nurturing them. There is a higher likelihood of them facing similar challenges and might be looking for similar solutions to achieve similar goals.

Leverage a robust B2B data provider to attain deep visibility into the competing accounts, their buying committees, and key stakeholders. Having complete data points with updated information will make prospecting easier, faster, and more relevant for the target audience.

Sift through lost opportunities

 The B2B buyer landscape is changing quickly- right from getting new funding to a change in decision-making personnel. It is, therefore, highly critical to stay on top of such changes and track every movement that is happening within your target accounts. Even if this means going back to your lost prospects, then so be it.

There might be a change in the company’s priorities, or they might be looking for a new solution provider. Revisiting those lost cases might as well get you the meeting that you had hoped for in the first place. Tracking these changes is not easy, but with the help of data enrichment and whitespace discovery, sales representatives can stay at the top of their game.