Ever wondered how to get the most out of your #Prospecting efforts? You are probably doing everything right but, can it be done better? Or can it yield different results? Yes. And, spoiler alert: it is not just about the tools you use or how efficient you (think you) are. These are simple steps that can guide you towards a more intelligent way of finding people and connecting with them for business purposes. The deck alone won't tell you much so you might consider watching the #LinkedINLIVE session where I used this content and explained it. I highly recommend you watch it for context!

1. INTELLIGENT PROSPECTING

2. Intelligent prospecting is
not just about efficiency,
but opportunity.
COLD OUTREACH 9 out of 10 prospects will not
respond to any type of cold
outreach or spam.
SOCIAL BUYING 3 out of 4 potential buyers will
look you, your solution or
Company up before meeting you.
BUSINESS ACUMEN 80% of Decision Makers expect
Sellers to understand their
business and show it.

3. PREPARATION
CUSTOMIZATION
01 02
THE 4 STEPS OF INTELLIGENT
PROSPECTING
KNOW
YOUR
GOALS
KNOW
YOUR
BUYERS
MASTER
THE
TOOLS
MASTER
THE
STORIES
03 04

4. GOALS
Whoever your target is,
you need to know your
numbers before you start.
01
02
03
04
Revenue
What is the business impact
of your Prospecting efforts in
$?
PIPELINE
Multiply that for 3x or 4x. That
becomes your first $ measurable
goal.
LEADS
How many qualified / positive
responses do you need? What does a
Lead look like?
PROSPECTS
This is your first stop and
measurable goal. How many YES
answers are you expecting?
PRO TIP: The goals you are after usually
respond (or come down from) bigger goals,
and those respond to higher ones and so on.
You don’t need to know them all, but you can
take your own and drill down for better
accountability

5. TOOLS
What they should look
like
EASY TO USE AND
MOBILE FRIENDLY
SPECIFIC TO WHAT YOU
NEED THEM FOR
COMPATIBLE WITH
YOUR PROCESS
THEY SHOULD NOT LIMIT
YOU

6. 75%
Loves Social Media
60%
Responds to your emails
65%
Easy to get a meeting with
65%
80%
50%
50%
20%
30%
BUYERS
How do they want you to engage with them?
Loves Social Media
Responds to your emails
Easy to get a meeting with
Loves Social Media
Responds to your emails
Easy to get a meeting with
John Smith
User
Photo by Giorgio Encinas – Unsplash.com
Julia Cohen
Decision Maker
Photo by Tamara Bellis – Unsplash.comPhoto by Kal Visuals – Unsplash.com
Jill Jones
Incluencer / Detractor

7. STORIES
Each buyer requires a unique POV of your Story
PRO TIP
User stories are powerful ways to connect a
product roadmap to the needs of an external
audience—customers, prospects, investors,
or the media
Decision Makers
User stories showcase added value for
prospects
Advisors
User stories can give detailed information
about features to those who can
influence a buying decision
Detractors
User stories clarify what the user is
looking for, and why. They help root out
those who don’t believe.
Users
New functionality and benefits in the day-to-
day work quite well with those who will
benefit the most from your solution