It seems everyone has advice on prospecting, from the best time to cold call to which days of the week executives are most likely to answer the phone. It’s hard to separate the myths from the truth, so the experts at ZoomInfo have gone ahead and done that for you.

Here are five data-driven sales prospecting tips:

Sales Prospecting Tip One: Personalize Outreach

46% of B2B customers say tailored offers are important when it comes to growing or maintaining a relationship with a business, meaning a canned sales pitch won’t work (source). Take the time to identify your buyer personas and get a clear understanding of your target customer. Only then can you create a sales pitch and an offer tailored to your prospect’s needs.

Sales Prospecting Tip Two: Get a Referral

Always ask a happy customer for a referral. It’s the fastest and easiest way to gain a new client.  Research shows 73% of executives prefer to work with salespeople referred by someone they know (source). Asking for a referral is a great way to expand your network and increase revenue for your organization.

Additionally, 2016 is going to be the year of companies embracing the customer experience model. Businesses are going to be all about the brand ambassador if they aren’t already.

Sales Prospecting Tip Three: Be Persistent

The average sales rep only makes two attempts to follow up with a prospect, yet it takes an average of eight follow-up attempts to actually make contact (source). Don’t quit early. Be persistent and know the numbers are on your side if you forge ahead.

Be specific in your follow up. It’s best to clearly state what is you are looking for from your prospect. For example, you want to request a 10-minute phone call or a demo. Perhaps you are looking to set up a free trial of your product. Whatever your goal, never leave your prospect guessing. They are more likely to respond to your request if they have an idea of what you want and how much time it will take.

Sales Prospecting Tip Four: Leverage Social Selling

Social selling isn’t just an industry buzzword, it really works. In fact, 78% of salespeople using social media outsell their peers (source). LinkedIn is the most popular social platform for prospecting, but Twitter is great for finding out what topics your prospects are interested in and what types of content they share. This information is crucial to understanding your buyer.

Sales Prospecting Tip Five: Team Up with Marketing

While sales and marketing do not always see eye to eye, it is imperative they work together. Studies show companies are 67% better at closing deals when sales and marketing are aligned (source). Communicate with one another to develop shared goals, an integrated messaging strategy, and efficient business processes.

Sales Prospecting Tips and Key Takeaways

Do you need help with your sales prospecting techniques? ZoomInfo can provide you with the information you need to personalize your sales outreach, close more deals and grow your organization.

Originally published by ZoomInfo on January 13, 2017.

About the author


ZoomInfo combines the leading business contact database with best-in-class technology to pinpoint, process, and deliver the marketing and sales intelligence you need— exactly when and how you need it, to always hit your number.

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