Research the prospect
Industry: Analyze each industry and see where your product best fits in.
Pain points: Identify roadblocks that are faced by the prospect and the industry you are targeting.
Company demographics: Check the size of the company your prospect belongs to as the way they approach problems differ for small and big companies.
Identify the decision-makers in the company
- Put together an organization map that visualizes the reporting relationship within the organization. In an SME, the decision-maker is probably the owner, founder, or CEO.
- Look through the annual reports to identify the decision-makers relevant for your purpose in a publicly-traded company.
Understand what they need
Understand what are the KPIs of your prospect, and what matters the most to the ultimate decision-maker for each opportunity.
- For example: It could be to reduce spending, monitor order fulfillment cycles, improve revenue growth, meet sales targets, etc.
Engage with prospects
Once you have identified the leads you want to target, understood their requirements and how your product helps, you need to engage using different sales prospecting techniques.
Relying on just one technique may not be feasible as your salespeople may get lost in the crowd. But employing several of these sales prospecting techniques below may help create that first impression.