Outbound prospecting: learn how to start one
Posted: Sat Feb 22, 2025 6:36 am
Outbound Prospecting. This was the topic of the first article I wrote about sales.
At first I didn't think it was that difficult because it was something very well-established in the market.
However, today we can see that it is precisely because of this tradition that it is so complicated to talk about different points about active prospecting.
On the other hand, it is important to keep in mind that to prospect more and in an optimized way, you do not need more news but rather to strengthen those tips that already exist.
With that in mind, today I wrote this text thinking about the first steps to start prospecting. And you will notice, in the end, that you already have some knowledge of all of this, what is missing is to put it into practice and develop it according to the reality of your business.
I'm sure that here you'll find new ways to solve your problems Canada telegram data with proactive sales. Or even find reasons to finally incorporate them into your team!
Let’s recap how to actually do good prospecting? Keep reading!
Send Me GIF by NFL
Reading time: 15 minutes
You will read about:
Importance and benefits of Outbound Prospecting
How to start active prospecting in your company
Essential indicators for prospecting
Technological prospecting tools
Importance and benefits of Outbound Prospecting
To begin with, it is important to define what active prospecting is: the salesperson approaches a prospect through cold calls, cold emails, LinkedIn and other means of communication. In this regard, the first thing you need to know is that this strategy works with profiles that have not yet been impacted by your brand.
This methodology has many benefits, especially for B2B sales and complex sales, as it builds more specialized communication with the customer and also brings more effective results.
Therefore, when we talk about the advantages that outbound prospecting provides, we are talking about:
. More assertive approach, as you end up gathering more information about the prospect and adapting your speech according to their situation;
. Much closer relationship between seller and customer;
. Your team dedicates more time to each prospect and this helps generate better results;
. You have contact with the customer throughout the sales process and this gives you more knowledge about that company and, therefore, you can create better strategies to deal with that business.
It is clear, then, that these are very relevant benefits, isn't it? However, to reach this scenario it is necessary to prospect in an appropriate way, because here the important thing is not to contact the largest number of people but to choose the right moment for the right customer as well.
How to start active prospecting in your company
This must certainly be one of the most discussed titles on the internet, so much so that here at Hackeando Processos alone we have more than ten articles on outbound prospecting. You can find all of them, and many other contents that will really add ideas to your business, by clicking here!
However, for this text here, this step-by-step will be different, because it is now that you will understand what to implement, how to do it and who will help you maintain this prospecting.
So, follow the thread!
Define your market focus
First of all, make a spreadsheet, a list or something similar that will guide you towards the type of business you are going to approach. Then, think about what pain your service solves, how it does it, whether you work with simple or complex sales, what benefits you bring to the prospect and, especially, what sets you apart.
After this insight, you will define who your target audience is, formulate a good ICP for them, understanding, for example, their personality and which channels they use the most. For this, we also have a step-by-step guide on how to create your ICP on our blog.
Understand your customer's purchasing journey
This is certainly an important phase, because it is by knowing the stages your prospect goes through that you can design the best tactics to close a sale. This way, it is possible to map the main objections that arise, the learning they have, when they understand their pain and what their decision-making process is like.
Furthermore, these are important metrics to obtain, since they are the ones that will help you create the best routines for your pre-sales and sales teams. In fact, you can also use this information to create more specific templates!
At first I didn't think it was that difficult because it was something very well-established in the market.
However, today we can see that it is precisely because of this tradition that it is so complicated to talk about different points about active prospecting.
On the other hand, it is important to keep in mind that to prospect more and in an optimized way, you do not need more news but rather to strengthen those tips that already exist.
With that in mind, today I wrote this text thinking about the first steps to start prospecting. And you will notice, in the end, that you already have some knowledge of all of this, what is missing is to put it into practice and develop it according to the reality of your business.
I'm sure that here you'll find new ways to solve your problems Canada telegram data with proactive sales. Or even find reasons to finally incorporate them into your team!
Let’s recap how to actually do good prospecting? Keep reading!
Send Me GIF by NFL
Reading time: 15 minutes
You will read about:
Importance and benefits of Outbound Prospecting
How to start active prospecting in your company
Essential indicators for prospecting
Technological prospecting tools
Importance and benefits of Outbound Prospecting
To begin with, it is important to define what active prospecting is: the salesperson approaches a prospect through cold calls, cold emails, LinkedIn and other means of communication. In this regard, the first thing you need to know is that this strategy works with profiles that have not yet been impacted by your brand.
This methodology has many benefits, especially for B2B sales and complex sales, as it builds more specialized communication with the customer and also brings more effective results.
Therefore, when we talk about the advantages that outbound prospecting provides, we are talking about:
. More assertive approach, as you end up gathering more information about the prospect and adapting your speech according to their situation;
. Much closer relationship between seller and customer;
. Your team dedicates more time to each prospect and this helps generate better results;
. You have contact with the customer throughout the sales process and this gives you more knowledge about that company and, therefore, you can create better strategies to deal with that business.
It is clear, then, that these are very relevant benefits, isn't it? However, to reach this scenario it is necessary to prospect in an appropriate way, because here the important thing is not to contact the largest number of people but to choose the right moment for the right customer as well.
How to start active prospecting in your company
This must certainly be one of the most discussed titles on the internet, so much so that here at Hackeando Processos alone we have more than ten articles on outbound prospecting. You can find all of them, and many other contents that will really add ideas to your business, by clicking here!
However, for this text here, this step-by-step will be different, because it is now that you will understand what to implement, how to do it and who will help you maintain this prospecting.
So, follow the thread!
Define your market focus
First of all, make a spreadsheet, a list or something similar that will guide you towards the type of business you are going to approach. Then, think about what pain your service solves, how it does it, whether you work with simple or complex sales, what benefits you bring to the prospect and, especially, what sets you apart.
After this insight, you will define who your target audience is, formulate a good ICP for them, understanding, for example, their personality and which channels they use the most. For this, we also have a step-by-step guide on how to create your ICP on our blog.
Understand your customer's purchasing journey
This is certainly an important phase, because it is by knowing the stages your prospect goes through that you can design the best tactics to close a sale. This way, it is possible to map the main objections that arise, the learning they have, when they understand their pain and what their decision-making process is like.
Furthermore, these are important metrics to obtain, since they are the ones that will help you create the best routines for your pre-sales and sales teams. In fact, you can also use this information to create more specific templates!