Planning and Managing Outbound Prospecting

Jason Bay is the Founder and Chief Prospecting Officer of Blissful Prospecting, a company that provides training and coaching for outbound sales teams. In this guide, he lays out how cold-calling teams can zero in on the right prospects to target, develop repeatable outreach sequences, and consistently generate meetings with a “prospect first, me second” mentality.

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Questions covered in this guide:

Why should outbound sales teams invest in improving prospecting?

When should a company invest in formalizing or improving its prospecting processes?

Who’s responsible for designing and implementing prospecting strategies, and who should be involved?

What do you need to define about your targets before you start prospecting?

What are the key activities that go into outreach? 

What might a best practice outreach sequence look like? What would the format and content of each touchpoint be?

How do you define good “problems” to focus on?

What collateral does the team need to produce?

What training do you recommend for prospecting?

What are the key skill sets that reps need to drive high conversion? 

How should you think about prospecting differently than closing?

What tools or resources make good prospecting easier?

Who’s responsible for building lead databases?

How can you incorporate personalization at scale?

What are messaging best practices for prospecting?

How should AE’s think about prospecting?

What are the most important pieces to get right?

What are the common pitfalls?

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