Sales prospecting is tough at the best of times, whether you are grappling with poor data, struggling to get past gatekeepers, or jumping through hoops to reach the right decision makers.

In the digital age, with greater information access, prospects can research and qualify solutions independently and are spending more time online than ever, post-COVID. The high volumes of leads that inbound marketing can now feed into the funnel means that sales agents often don’t have the time or the inclination to undertake sales outreach, a much tougher ask.

However, whilst it can certainly be challenging, there may never have been a better time to undertake proactive outreach, as suppliers fight for ever stretched budgets and buyers drown in the flood of digital communications. A strategically targeted approach can get you in front of senior decision makers you would never reach through other channels. A more personal approach at a time when people crave the reassurance of a human connection can establish the relationships, essential to a high-value sales strategy. What is more, a real conversation can deliver deep insight into your prospects’ needs and interests, so you can accurately qualify fit, quickly identify prospects with the highest potential lifetime value and craft a persuasive case that will secure a sale.

A proactive approach such as sales prospecting can secure the attention of senior decision makers early, whilst your competitors sit back and wait for an inbound enquiry. If want to step up your sales outreach and get ahead of your competitors, our infographic summarises 10 important dos and don’ts for successful sales prospecting.