Your cold email just arrived in your prospect’s inbox. But will your prospect open, read and respond to you?

Here’s what the data says: probably not.

And that’s because cold emailing, a form of outbound prospecting, is notoriously difficult and challenging for even the most seasoned sales professional. Still, outbound prospecting is an essential part of any successful B2B sales strategy that you shouldn’t avoid. 

So, what can you do? The good news is that there are ways to improve your efforts. And in this blog post, we share some of the best outbound prospecting strategies to help you crush your sales goals. 

Let’s get started! 

What is outbound prospecting?

Outbound prospecting is the process of reaching out to potential customers or clients to sell them your product or service. This can involve anything from sending out cold emails and making phone calls to attending industry events and networking with potential leads.

If you’re new to sales, prospects might find your outbound prospecting efforts annoying and easy to ignore. But in reality, outbound prospecting is a highly strategic and effective way to generate sales opportunities. According to a survey of IT executives, 75% of executives are “willing to make an appointment or attend an event based on a cold call or email alone.”

On top of that, outbound prospecting allows you to proactively engage with potential customers who may not otherwise be aware of your product or company. Rather than waiting for leads to come to you, outbound prospecting gives you the power to reach out and connect with prospects directly.

Inbound vs. outbound prospecting

Outbound prospecting is all about hunting for new business opportunities, while inbound prospecting involves waiting for those opportunities to come to you.

Strategies for outbound prospecting include cold calling, email outreach and social media prospecting. These techniques allow you to target specific potential customers based on their needs and interests, increasing your chances of connecting with the right people.

On the other hand, strategies for inbound prospecting involve building your brand or company’s online presence and any tactic that helps you generate quality leads. This can include optimizing your website for search, creating engaging social media content and partnering with influencers or industry experts to reach a wider audience.

Ideally, you’ll use a combination of outbound and inbound prospecting strategies to reach new customers and grow your customer base. For more information on how to do that, check out our post on inbound vs. outbound sales.

8 tips for building an effective outbound prospecting strategy

#1 Use behavioral data to update your ICP

When was the last time your company updated its ideal customer profile (ICP)? For many companies, it’s been a while, and all the info is somewhere on an old PowerPoint presentation. 

And you know the worst part? Most of the information in that presentation doesn’t even scratch the surface of what characteristics and behaviors actually define your ideal customer. 

If you’re looking to do outbound prospecting more effectively, it’s time to look beyond firmographic and technographic data and focus instead on what we at Rev call exegraphics. What are exegraphics? The characteristics and behaviors of companies that define how they operate and make important decisions, such as when and how to adopt new software solutions. 

By assessing these qualities and using them to update your ICP, you can develop a clear understanding of who to target and how to reach out to them.

#2 Personalize your messaging

You may know your prospects’ names and job titles. But personalization is so much more than that. To do outbound prospecting like a pro, you need to understand your prospects’ motivations and pain points and craft messages that truly resonate with them.

For example, by using exegraphic data, let’s imagine that you discovered that the type of companies most likely to buy from you are in the process of downsizing their marketing teams. To start outbound prospecting effectively, you might personalize your messaging by highlighting how your product or service can help these companies replace lost revenue and automate essential marketing tasks.

By tailoring your outbound prospecting strategy to address your prospects’ specific needs and concerns, you will be able to establish more meaningful connections and increase your chances of closing big sales.

#3 Identify the best medium and channel for communication

Depending on your target audience and the type of outbound prospecting campaign you run, you can use various methods and channels to connect with potential customers. Some popular methods include email marketing, phone calls, social media outreach, and webinars or live events.

For example, email marketing is a popular and effective outbound prospecting method, as it allows you to easily reach out to many potential clients at once. However, because your message is delivered electronically, you may find that it doesn’t always resonate with your target audience or elicit the response you are hoping for.

On the other hand, phone calls and live events may be more effective at fostering real conversations with your prospects and building trust. Of course, these methods can also be more time-consuming and challenging to scale. 

#4 Share valuable product-led content

Content marketing is typically seen as a component of an inbound prospecting strategy, as it allows you to create valuable content that speaks directly to the needs and interests of your target audience.

But rather than just creating content and hoping your prospects find it organically, you can incorporate content into your outbound prospecting strategy. How? By leveraging product-led content to guide prospects through the sales journey.

What is product-led content? Product-led content is any type of content that helps to educate potential customers about the features and benefits of your offering. This can include blog posts, ebooks, infographics, webinars, video tutorials and more.

One of the key benefits of product-led content is that it helps to build trust and credibility with potential customers. By providing high-quality, relevant information about your product, you demonstrate that you are an expert in your field and can be trusted to help solve your customers’ problems.

#5 Include social proof

No matter how detailed and thorough your sales pitch is, prospects are likely to always ask themselves questions like:

• What are other people saying about this offering?
• Has this company helped businesses like mine before?
• What do others think of its quality and value?

One great way to address these concerns is by including social proof in your outbound prospecting efforts. 

By including social proof, such as testimonials and reviews from satisfied customers, you can build credibility with potential clients, instill confidence in your offering and make it more likely that they will become customers.

#6 Automate repetitive tasks using sales prospecting tools

Prospecting can be a tedious, time-consuming process. There’s a lot of work involved in researching potential clients’ contact information, reaching out to them and following up with those who don’t respond immediately.

To streamline your outbound prospecting efforts, consider using automated sales prospecting tools. These tools can help you to easily manage your outreach campaigns, tracking the status and progress of each lead and automatically sending out email follow-ups, among other things.

#7 Create a schedule for following up

Few prospects will respond to your outbound prospecting efforts right away. Instead, they’ll likely need some time to consider your pitch and research your company. As such, it’s crucial to create a schedule for following up with leads to ensure that you don’t miss out on any opportunities.

When and how often should you follow up with prospects? Some sales professionals recommend following up as soon as possible, within the first 24 hours after making your initial contact. Ultimately, the best approach will depend on your sales process and the type of leads you’re targeting.

For example, if you’re selling a highly technical product or service, it may be best to wait a bit longer to follow up with leads. This will allow you more time to thoroughly research their needs and develop a tailored solution and response to potential questions. 

On the other hand, if you’re selling a more commoditized product or service, it may be best to reach out as soon as possible. This will help you stay top-of-mind and continue to build a relationship before your competition does.

#8 Track and measure your results

You’ve heard it before. What gets measured gets managed. Sure, it’s a cliche, but it’s true.

To get the best out of your outbound prospecting efforts, you need to track and measure your results so you can make improvements as needed. Some metrics you’ll want to track include:

• Number of outbound emails/calls sent and response rate
• Lead conversion rate
• Sales funnel progression
• Average deal size and time to close

By analyzing these key metrics, you can identify areas for improvement to better engage and convert prospects. For example, the data might encourage you to tweak your messaging or adjust your targeting criteria.

Final thoughts

Outbound prospecting is challenging. It requires persistence and creativity to find the right target contacts, craft engaging messages that stand out from the competition and convert leads who might not know much about your company.

To maximize your efforts, start by taking the time to refine your ICP with exegraphic data. That way, you can identify the businesses most likely to be interested in your products or services. Next, develop engaging messaging that resonates with your target contacts and compels them to respond. Ready to use these strategies to level up your outbound prospecting and start closing more deals? Contact us, and we’ll give a free, prioritized list of target accounts that have the same characteristics as your best customers.

Right now, Sales teams continue to face one of the toughest sales environments in memory. We may not technically be in a recession, but for years now, companies have been tightening their belts against spending that’s anything less than a sure thing.

It’s no longer enough to have a kick-ass product or the best service on the planet. Your SDRs have to be able to cut through the competition of everyone else’s SDRs (not to mention prospects’ own busy schedules) just to have the chance to talk about your value prop.

In other words, SDR leaders and teams need to learn how to get to the part where they can actually do what they do best.

Here are eight actionable ways you can tee up your SDRs for ultimate success.

ICP part one: Revisit your ICP in a big, big way.

Without a doubt, your team has been selling according to your organization’s ICP. Great. Now, answer this: How often does the company revisit that ICP, and how thoroughly does the ICP understand your best customers?

If you want to identify your best prospects, it needs to be comprehensive. Like, way more comprehensive than it is right now.

Far too often, a company’s ICP fits on a PowerPoint slide. It’s made up of perhaps half a dozen bullet points, highlighting firmographics such as size, industry, location and revenue. These are all relevant characteristics—yet highly superficial ones.

To connect the traits that make your best customers your best, an ICP needs to dig beyond how those customers look on the surface to how they behave on the inside. Their interior operations, the way they approach fulfilling their mission: these are what make them your best customers.

In short: Your SDRs need to be able to focus their time interacting with companies that have the characteristics you care about most—the companies that look- and act- alike. 

ICP part two: Provide your team with a dynamic ICP.

SDRs also need to be able to adapt as your customer base evolves. The landscape, as you well know, is constantly shifting. Your best customers this quarter may not match your best customers two quarters from now.

An ICP that can re-evaluate your top customers will help your SDRs understand not only how companies behave, but how they change over time—and a truly dynamic ICP can predict which companies will benefit from your offering even before they realize they need it.

Rev’s AI-driven ICPs do just that: they use exegraphic data (our B2B version of the psychographic data used in B2C) to build more dynamic customer profiles. Yet even with more traditional ICPs, steps to improve their dynamism will take your sales team farther than any PowerPoint slide.

ICP part three: Share the insights from the ICP.

A truly dynamic ICP will provide you with a dynamite target list. That’ll set your SDRs up for success. But it’s not enough: they need to understand the ICP and what makes these targets truly top prospects.

This will require more legwork before your SDRs start winding up fresh batches of cadences. It’ll also prevent them from chasing down the wrong accounts, or striking up the wrong conversations with the right accounts.

When your SDRs know what traits make up your best customers, and why those traits make them the best, they can better customize their outreach. They’ll have big-picture insight into what makes prospects tick and how to speak to their pain points—before ever picking up the phone.

Nail the first 15 seconds of cold calls.

Once your SDRs do pick up the phone, they want to win at cold calling. They’re as prepared as they’ll ever be, with the backing of a quality ICP. Yet to win more consistently, you can help them hone those first 15 seconds.

James Buckley, sales guru at JB Sales, gives these immediately actionable tips. This script transforms  your SDRs’ cold-calling game by making the conversation inevitable: 

• “Hi, is this Maria.” Let’s say you’re calling Maria. You start, naturally, by asking if you’ve reached the right person. Ditch the question mark with its upward inflection: ask the question like it’s a statement. Use downward inflection. James calls this “authoritative voice.” Maria can only say, This is Maria or No, it’s not Maria.

• “Maria, thank you for taking the call. Do you have a moment before your next meeting.” Again, downward inflection. Now, Maria can only say Yes, No, or (more common) Who the heck is this?

• “This is James.” “If they say Who is this? I’ll say This is James, but not where I’m from—they didn’t ask that,” he explains.

• “The reason I’m calling you is…” If they say they have a moment, don’t bother worrying over your name or who you’re with. They don’t care who you are—they care what you can do for them. “I’m calling you because you’re a VP of Sales, and we help VPs of Sales and their teams accomplish X” gets right to the meat of it.

• “Do you want to have this conversation now, or do we need to put something on the calendar?” Downward inflection once again—and Maria now has a simple choice between I have ten minutes or Let me get my calendar.

“I use this opener all the time,” James says. “It really gets the conversation going in the right way.”

Learn from Marketing.

Even if you have a healthy relationship between Sales and Marketing, where Marketing responds to your SDRs’ needs and creates useful sales collateral, that’s too often the extent of the collaboration.

Change that dynamic: actively partner with Marketing to understand the content they’re creating, how to best use it in your outreach and how Sales can improve their own content creation.

• Marketing can teach SDRs how to best use the collateral they’ve created over time. Marketing materials are made deliberately, often at the request of Sales; their guidance in how a sales piece is built, and how it can be leveraged, can maximize its value.

• How does the web copy fit into the sales messaging? Marketing shapes your company story, but SDRs are the ones telling the story. Learning how Marketing’s language can make sales messaging more effective (and consistent with all the materials a prospect sees) can leverage the work that went into that story.

• Compare cadences. Marketing is likely crafting drip campaigns. Compare how their open rates compare to yours. If they’re seeing higher rates, find out what the difference in approach is and share that knowledge with your SDRs.

Get to the point.

Speaking of outreach: Keep your written messages on point.

An evaluation on LinkedIn shows that 90% of InMails are more than 400 characters long—but InMails with fewer than 400 characters achieved response rates 22% better than average.

Cut everything you can. Like in this section—itself 330 characters, including spaces. Boo-yah.

Uncover urgency.

Urgency drives sales. But you can’t reliably manufacture urgency; rather, your SDRs need to discover the urgency already there. 

Back to James Buckley’s wisdom: In order to uncover urgency, SDRs have to get prospects talking about the things that matter to them. Namely: what are their priorities?

“Instead of telling them you’re from this company and we’re the number one provider of X, which is how cold calls begin, you want to say, Here’s what I know about you guys already,” James says. “Normally when I talk to people like you, they’re worried about this, this and this. Which is your priority at the moment?”

Here’s the funny thing about choices: when you give prospects one, they make it. They’ll tell you which one is their priority. Or, if none of them are they’ll tell you that too.

Now your SDRs know what the prospect’s most urgent needs are—and can set about addressing them.

Disqualify bad prospects early.

Deals are taking more time and effort to close now—and your SDRs need to focus on the ones that show promise.

After all, by letting a bad prospect go, they’re not losing a deal; they’re clearing the way for a better prospect.

But letting go is hard to do. It’s on leadership to educate SDRs on when to disqualify a prospect:

• Check the levels of engagement. And we don’t mean a prospect’s enthusiasm. Help your team set expectations around when they should anticipate setting up a demo, knowing who all is on the buying team, agreeing to a mutual action plan—basically, what are your team’s touch points for knowing the sales process is on track?
• Set the right values. If you value a high pipeline coverage ratio, SDRs will be more loath to let a prospect go. If you expect perfect close rates, they’ll let too many go—including qualified leads that might require a bit of extra work. Vocalize and demonstrate what you value from the sales team, even to the point of micro-celebrating the times that reps let a big one go.
• Provide more quality prospects in the pipeline. Providing hyper-clear definitions of what an ideal prospect looks like for your sales team in real time, and a healthy list of prospects that match that profile, means your SDRs don’t have to feel stuck milking bad prospects out of desperation to close a deal.

We started with the ICP, and we’re going to end the same way: A truly dynamic customer profile, such as Rev’s aiCP that can reconfigure itself with each new input, provides and prioritizes lists of best-fit target accounts. That way, your skilled sales team gets to focus on the prospects where they’re most likely to succeed.

Want to see a dynamic ICP in action? Contact us, and we’ll conduct a free ICP audit for you.

Multi-level selling creates more direct conversations at all relevant levels of your prospects’ org charts. It’s clearly a solid strategy—but one that you do not want to implement cold.

“It all starts with a strategy,” says Judy Buchholz, SVP of Global Partner Ecosystems at Pegasystems. “You make a map of the critical constituents at your client, at all levels, who are decision-makers, and look at how to engage them from C-suite through to the people doing the job every day and understanding their process.”

In her decades-long technology career at IBM and Pega, more than half of which she has spent facing clients from services and consulting to client engagement and sales, Judy has been able to develop a deep understanding of multi-level selling practices.

First, you really understand, discover, listen, research and then map,” she says. “Who is going to be part of this life cycle of a decision process? What is your strategy for this client? How do you want to engage with them? Where do you believe your product or service is relevant in solving their business problems?”

We recently sat down with Judy, she shared her insights into winning at multi-level selling. Here it is.

Leverage a prospect’s peers

Identifying the right people to talk to in a prospect company is pretty standard practice for Sales and Revenue teams. Identifying the right people in your own organization to talk to them? That doesn’t always happen—and Judy sees the benefits of doing so.

“Step back and look across your teams at your firm,” she says. “How do you leverage the best people to face off in a conversation?”

For instance, if you’re selling to a finance team, you want buy-in from their CFO. That’s a tough meeting to land, and you end up relying on others on that finance team to champion your product. But if you could engage your own CFO to connect with the target CFO, that meeting is much more likely to happen—and to provide your target value beyond the sale itself.

Think of it this way: it just makes sense to have people with similar interests and experiences talk to each other, whether it’s executive to executive or sustainability coordinator to sustainability coordinator.

“They’re going to share insights and information,” Judy says. “They see peers as a chance to talk about how they’re running their business. It’s not just about what you’re selling to them. Relevance is important in who you align just as much as what you’re selling and how relevant it is to their business problems.”

Get your C-suite creating relationships

Of course, a cold call from one C-suite to another is still a cold call—unless a relationship already exists. Creating those connections before the sales cycle even begins is wildly beneficial.

“Typically, you’re not going to get CEO interaction,” Judy says. “So the natural thing is to go where they are. Are there events [aligned with your prospects’ interests] that the CEOs are attending and your C-suite should participate in?”

Finding opportunities to build these trusted relationships depends on understanding your prospects’ agendas. What are the most important things they’re trying to accomplish for their firm? If, say, ESG investing is a big deal to them, you could get your C-suite to speak at an ESG conference. Engaging in external forums like these improves your brand’s visibility as well as providing this sense of familiarity.

“It’s about discovery and learning, aligning their business goals to what your corporation can provide,” Judy says. 

This proactive approach not only creates connections between executives—it makes it easier for you to call in your execs during the sales cycle. It’s hard to get executives (internal or external!) to take a call without having that relationship first. Just recognizing someone’s name eases that process and makes a call that much more realistic.

“Over time, they get comfortable,” Judy says. “They’re betting their business on you; they need to know that you are vested in them.”

Make your prospects’ partners your partners too

The best people to connect with your prospects may actually be outside your organization. Think consulting firms, systems integrators, other service providers. These groups might actually be better positioned to talk with your customers—especially if they understand the value of your offering.

Judy assesses potential partners by wondering if they are (or if they can be) an extension of your organization, in order to provide unique capabilities as one thread.

“As you’re working to map your clients, my advice is to know who their trusted partners are, who they go to for advice,” she says. “Understand that just as much as you understand the client.”

In approaching these partners, Judy recommends:

• Target the right partners. “Who are the people that are going to affiliate the best with your solution?” she asks. (Shameless plug: Judy identifies solutions like Rev’s AI-driven model to help determine the right client set.)
• Build rapport with those partners before pitching them anything—just as you would create relationships between executives.
• Bring them value. “Identify how your technology or service could aid them in what they’re trying to do, so that they have an interest in working with you,” she says. “Clients don’t take meetings unless they believe you are going to be relevant and impactful for them.”

Four health-check questions to assess partnerships

In the context of multi-level selling, where you’re trying to leverage partners as well as your internal experts, how can you measure the value of those partners?

After all, a successful partnership can bring a lot of credibility to your offering—especially if it’s a new technology. A consultant or other third-party firm vouching for your company enables a client to stump for the budget and champion your product. Similarly, a less healthy partnership can undercut your organization’s credibility.

Judy identifies four pieces that you can use to evaluate the health of these partnerships throughout your ecosystem.

1. How well are they feeding your pipeline? “Are they bringing you leads and opportunities?” Judy asks. “What’s the win rate? The health of what they’re sourcing so that you can co-sell with them is a critical measurement.”
2. How are they developing a practice around your capabilities? Any firm partnering with you needs to have this objective: they want their clients to be using your services. “At the end of the day, an SI or a consulting firm doesn’t want people on the bench,” Judy says. If they’re growing their practice and growing their bench, they see market opportunity. How well your service or product is being deployed by these partners shows how seriously they’re invested in you.
3. Are they certifying and training for your capabilities? Partners’ representatives having the skills to represent your firm and your technology properly is crucial to a successful partnership.
4. How satisfied are your partners’ clients? Client satisfaction with the projects these partners deliver is most important of all. If the clients aren’t happy, you’ll likely never work with them again. “This is the ultimate test post-sale,” Judy says.

Final thoughts: It’s all about relationships

A robust multi-level selling strategy comes down to this one word: relationships. Seller to buyer, CEO to CEO, vendor to consultant—every relationship a seller cultivates is just that. Building genuine, quality, valuable rapport creates sound relationships both within and outside of the sales cycle.

For many, the shift to remote communication has made building relationships more challenging. They want face-to-face connections. Others love the productivity and efficiency of the virtual world—you’re talking to people instead of traveling to them.

Which is better for multi-level selling? Doesn’t matter, Judy says.

“At the end of the day,” she says, “if what you have an agenda for gets the person’s attention and they’re willing to give you the time, be it on the screen or in person, it’s about relevance.”

Bring enough value to that conversation for them to have another one. Often, that means connecting them to the right person, as Judy stresses throughout our conversation:

• Whoever’s buy-in you need, get their peer in your org on a call.
• Enlist your executives to participate in the right external forums.
• Partner with the orgs that your prospects trust.
• Evaluate the health of your partner relationships to ensure ongoing success for both your team and your customers.

Interested in catching the full conversation with Judy Buchholz and Fred Mondrago, CRO at Rev? Watch it here.

You’re wrong if you thought sales prospecting and lead generation were the same things. While they are related, sales prospecting is a more focused and targeted process that involves finding potential customers who may be interested in your offer.

Lead generation, on the other hand, is the process of finding potential customers who may not be actively looking for what you offer but are still a good fit for your business. While both sales prospecting and lead generation require market research and a strong knowledge of what your target customers want, the main difference lies in how you go about reaching these potential customers.

In this blog post, we’ll explain the meaning of sales prospecting by looking specifically at one of the most challenging strategies for new and seasoned sales reps: cold prospecting. You’ll learn about the three most common cold prospecting techniques and find videos with cold outreach experts sharing their best tips. 

We’ll also show why you want to start using exegraphic data to find the prospects most likely to convert. Let’s get started!

Cold prospecting meaning and methods

Cold prospecting is perhaps the most labor-intensive form of prospecting for sales professionals. It involves reaching out to potential clients or leads who have not previously expressed interest in what you have to offer. And to do that effectively, you have to know how to research who to target, what to say to them, and what tools and resources you can use to influence them to convert.

But how does cold prospecting look in practice? There are three main methods of cold prospecting used by B2B sales reps:

1. Cold calling
2. Cold emailing
3. Cold messaging on social media platforms like LinkedIn

Let’s take a look at each method.

Cold calling meaning

Cold calling is often the first method many salespeople think of when they think about cold prospecting or outreach. It involves making unsolicited sales calls to prospects you have yet to interact with.

For new sales reps, cold calling can feel useless and nerve-wracking. But according to a recent report, 82% of buyers accept meetings with sales teams who proactively reach out. So, cold calling isn’t the real problem. What is? 

The real problem is that most beginner sales reps simply pick up the phone and talk to prospects without any preparation or research. Unsurprisingly, this is a recipe for failure. So, how do the cold calling pros do it? 

Cold calling techniques and examples

One of the best ways to improve your cold calling success rate is to research your prospect ahead of time. For example, look up what challenges their company is currently facing or recent achievements your offer can help support. Then, before you make the call, you can tailor your pitch to their specific needs and concerns.

In the video below, Trent Dressel, a Senior Account Executive at Qualtrics, explains his process for creating a high-converting cold calling script for B2B software sales. If you’re unsure how to tailor your pitch and overcome common objections during cold calls, the video is worth watching!

Cold emailing meaning

Cold emailing tends to feel less intimidating than cold calling, but that doesn’t mean it’s any easier. This is why it’s common to hear defeated salespeople complain that cold emailing just doesn’t work. But that’s not true! 

What is true is that many sales reps send cold emails that aren’t worth a prospect’s time to respond. Again, this results from sending emails that fail to resonate with the prospect. It could also be because of a lack of awareness about factors influencing your ideal customer to convert.  How can you make sure your cold emails are worth a response? 

Cold emailing techniques and examples

For cold email to work, you’ve got to dive deep into what characteristics and problems your prospects have that your company’s solution can help alleviate. It’s the only way you’ll create a message that resonates and inspires your prospect to take action. 

You should also take a look at these excellent tips from Patrick Dang. In the video below, Dang shares his top 5 cold email tips that are essential knowledge for sales reps using cold email to find prospects. 

Cold messaging on social media meaning

You’re missing out if you’re not using social media to find prospects! According to LinkedIn research, the average reply rate to LinkedIn messages is 85%, three times higher than email.

At its core, cold messaging on social media is about finding the profiles of people interested in your offer and starting conversations that may eventually lead to sales. This can involve sending a direct message or posting comments and replies on the profiles of targeted users.

But beware: every day, people on LinkedIn complain of being bombarded by lousy cold messages that just get ignored or turned into viral posts for all of LinkedIn to judge and criticize! So, how do you ensure you’re sending cold messages that get enthusiastic responses from your ideal prospects? 

Cold messaging on social media techniques and examples 

Like the other methods of cold prospecting, you’ll have the most success with this method if you make time to craft thoughtful and personalized cold messages tailored to your target audience.  

In the video below, Sarah Moore from Eleven Lights Media shares her process of writing cold messages on LinkedIn that lead to genuine sales conversations. 

Improve your sales prospecting with exegraphics

It doesn’t matter which cold prospecting method you choose. Your success in acquiring quality prospects will depend on how well you know your ideal customer, their pain points and what motivates them to buy.

Unfortunately, most sales reps—novice and experienced—rely on limited firmographic data to build their company’s ICP. And that type of data only gives you information like what industry the prospect is in, the company’s annual revenue and the company’s size.

What can you do with this information? Not enough. Because more is needed to create compelling sales messaging that will resonate with your target audience and help move them further down the sales funnel.

To improve your sales prospecting efforts, we recommend using the exegraphics of your best customers to improve your outreach strategy. What are exegraphics? Good question!

Exegraphics are the data on how your best customers operate and the signs they display when they’re ready to buy from your company. Recently, Challenger Inc. used exegraphics to fine-tune their ICP and found net-new high quality leads that weren’t even on their radar! 

Want to see if exegraphic can support your business to have similar or better results? Contact us to get a free ICP audit and a free list of target accounts that match your real ICP. Our AI-powered Sales Development Platform will help streamline your sales prospecting by showing you the prospects most likely to convert.