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5 Secrets to Successful Outbound Prospecting

In sales, outbound prospecting is all about the pursuit. Ideally, before embarking on the hunt, you’ve defined your Ideal Customer Profile (ICP) and created a list of target accounts. Now that you’ve determined who will be on the receiving end of your outbound prospecting efforts, it’s time to apply the tricks of the trade.

5 secrets to successful outbound prospecting

Here are the five secrets to successful outbound prospecting:

  1. Do your research.

    Do not, I repeat, do not just pick up the phone or send an email or slide into the DMs of a prospect without doing your due diligence. You need to understand the wants and needs of your prospects for your outreach efforts to be successful. Check for trigger events and buy signals. Did they just raise a new funding round? Get mentioned in the news? Hire a new executive? |

    You should know all this and more, and personalize your communication according to the information you have gathered for your outbound prospecting.Find prospects and identify key buy signals with Crunchbase Pro — try it free today.

  2. Invest in high-quality, dynamic data.

    Speaking of research, the information you gather about potential customers won’t be of much use if it’s inaccurate and outdated. Tools like Crunchbase Pro unlock access to the latest private company data and integrate directly into your Customer Relationship Management (CRM) platform. This way, you can be confident that when you email a prospect about, say, their latest press release, you aren’t referencing old news.

  3. Explore new mediums and channels.

    When it comes to outbound prospecting tactics, emails and cold calls aren’t going anywhere, but don’t feel limited to these forms of communication. Ever fancied yourself a film star? Well now is the time to test those on-screen chops. Try connecting with your prospect by sending a personalized video, a nice change from the text-only emails that dominate their inbox.

    Does a video feel like too much, too soon?

    Look no further than your Twitter or LinkedIn account.  When you leverage social media, you can contact your target accounts without disrupting their day, answer questions, and share relevant content until your prospect is ready to engage on other channels and make a buying decision.

  4. Create a schedule and stick to it.

    Once you’ve determined the cocktail of prospecting strategies that work best for your business, establish a regular cadence for how often you reach out to prospects. You’re toeing a fine line here between contacting them enough that they don’t forget about the great product or service you’re selling and giving them enough space and time between touchpoints that they don’t feel smothered.

    outbound prospecting

    Photo source: Outbound Prospecting: 2 reasons why it still matters in an Inbound Marketing world (Nicola Sanna)

  5. Measure your results.

    Have you been using a subject line that practically guarantees your email is opened? What about sharing a piece of content that consistently garners a follow-up meeting? Take note! Measure what’s working, what’s not, and optimize accordingly. The more data you collect about and apply to your outbound prospecting efforts, the more successful you’ll be over time.

Final Thoughts on Outbound Prospecting

Now that you’ve gathered ‘round and discovered the latest outbound sales prospecting secrets, you’re ready to go out into the world and sell. Go forth and record some personalized videos! In search of additional sales tips and tricks? Look no further than the Crunchbase Blog.

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