Four common sales prospecting techniques to avoid in B2B
Prospecting is one of the most important steps of successful outreach campaigns. Salespeople can spend upwards of a third of their time gathering prospects. Unfortunately, there are common prospecting techniques in that process that should be avoided. So, I will analyse them and offer a solution for each in this post.
Before I start breaking down each topic, here is the list of them for reference:
Less than ideal methods to gather data on prospects
- create an in-house team
- purchase bulk data
Common techniques and how to avoid them
- not automating prospecting
- acquiring cheap bulk data
- aggregating too few variables
- not finding the right prospects