A continuación, le explicamos cómo puede equilibrar la velocidad en la prospección de ventas con una investigación y preparación exhaustivas.

Algunas ideas para empezar, según mi experiencia, incluyen usar herramientas como LinkedIn Sales Navigator y Apollo.io para segmentar mejor a los prospectos y obtener datos clave rápidamente. Una utilidad que le he encontrado es la posibilidad de configurar alertas para cambios importantes en la empresa del prospecto (nuevas contrataciones, cambios de rol, etc.). Esto permite iniciar conversaciones más relevantes y oportunas. Además, agrupar a los prospectos por desafíos o intereses similares y crear scripts personalizados para cada grupo puede aumentar la eficiencia sin perder la personalización. En definitiva, la clave está en la investigación estratégica y en la adaptabilidad del mensaje.

There are tools that can help you to qualify leads faster without compromising the details. Some lead generation tools are able to give you multiple reliable contact information that can help you target and personalize your campaigns.

Em prospecção o maior desafio é equilibrar tempo e qualidade da prospecção. Use ferramentas que te ajudem a ter mais informação do clientes e possa qualifica-lo, isso ajudara no ganho de velocidade

En prospection, c'est assez difficile de trouver un équilibre entre le temps et la qualité de la prospection. Utilisez des outils comme kaspr ou waalaxy, cela vous aidera à gagner en rapidité et en qualité de prospect.

Utilizing prioritization by putting Leads into tiers has proved effective for my team. We have three tiers of accounts: Tier 1 - Target accounts that we deep research, strategize, and action on everyday. 100% personalization, no automation. Tier 2 - Mid-Level intent accounts that get high level research done and a single strategy. These accounts go into automated cadences that include manual emails to do small edits and phone calls. Tier 3 - Spray and pray accounts that have low intent. No personalization and fully automated email campaigns. Low lift, high volume. Sorting them allows you to plan out when to work on each tier for the proper amount of time.

Según mi experiencia, incluyen integrar herramientas de automatización como HubSpot, Pipedrive o Salesloft, que no solo ayudan con la entrada de datos, sino que también permiten una puntuación automatizada de leads basada en criterios específicos. Una utilidad que le he encontrado es la capacidad de rastrear el comportamiento del prospecto en tiempo real (aperturas de correos, clics, etc.) y ajustar la estrategia de seguimiento en consecuencia. Además, la integración con CRMs bien gestionados proporciona un acceso rápido a la información clave del cliente, lo que optimiza las conversaciones y permite enfoques más personalizados y eficientes.

Scaling research through AI is the top skill I recommend to learn. Understanding what your prospect needs and when they need it is the true game-changer. With emerging technologies, this is where you should focus your attention—AI agents can operate like an entire team of research assistants working for you. AI in sales goes far beyond just writing personalized lines.

Todas as ferramentas que puder usar para automatizar tarefas como disparo de mensagens, e-mail, follow-ups são de grande ajuda para garantir que voce consiga fazer tudo que precisa para falar com seus leads sem perder qualidade desse contato

Streamlining data collection: Gathering information on potential leads from various sources efficiently. Automating outreach: Sending personalized emails or messages at scale, saving time. Tracking interactions: Keeping records of all interactions with leads for follow-ups. Providing insights: Analysing data to identify patterns and optimize sales strategies. Personalizing outreach: Using data to tailor messages to individual leads.

O uso de ferramentas de automação agiliza a prospecção, automatizando tarefas como entrada de dados e pontuação de leads, sem perder qualidade. Com um CRM eficiente, é possível acessar o histórico e preferências dos clientes para personalizar abordagens. A integração com processos existentes maximiza a eficiência.

Algunas ideas para empezar, según mi experiencia, son crear una lista de verificación que incluya datos como el problema principal que enfrenta el prospecto, sus principales competidores y el presupuesto estimado. Una utilidad que le he encontrado es utilizar esta lista como base para personalizar rápidamente los correos electrónicos y los guiones de llamadas, asegurando que cada mensaje sea relevante y específico. Además, las plantillas pre-diseñadas y fácilmente modificables permiten ahorrar tiempo, manteniendo un nivel de personalización alto. Así, se logra estar preparado para adaptar el enfoque en tiempo real según la respuesta del prospecto, mejorando la calidad de las interacciones.

One of the best ways I have found to speed up my preparation is to identify the personas in my ICP. Then research what are the roles and responsibilities of that persona and what are the common pain points that I solve. Then I put together 3 highly targeted questions aligned to the personas to get them to acknowledge that pain, creating a gap. That then gives me an opportunity to link to close

A melhor estratégia é gastar tempo na preparação, assim voce tem uma ação mais assertiva. Se voce estiver preparado com as informações todas do seu lead vai ajuda-lo muito no trabalho do dia a dia.

A preparação eficiente na prospecção de vendas inclui uma lista de verificação para agilizar a pesquisa e o uso de modelos personalizáveis para e-mails e ligações. Isso mantém a personalização sem perder tempo. Estar bem preparado facilita ajustes rápidos nas conversas com clientes.

Another contributor here refers to ICPs. I love this approach to selling and here in preparation it really shines. If you know your Ideal Customer Profile it is easier to prepare on a daily basis for all your efforts. You could have watch lists and newsfeeds to review on a daily basis. You can set up a social sharing cadence across your prospects new and existing. You can continue your dialogues across multiple prospects. What is interesting to one, is probably interesting to all.

S’il est malin de saisir une opportunité qui passe, il est plus judicieux de définir qui est votre client idéal. Les meilleurs clients sont ceux qui achètent davantage, plus vite et plus souvent que les autres. Ce sont eux qui doivent être au cœur de tous vos efforts. Il convient donc d’écrire noir sur blanc la liste des critères qui permettent de définir un client idéal. Ces critères doivent être vérifiables de l’extérieur grâce aux outils disponibles sur la toile.

Establecer criterios claros como BANT (Budget, Authority, Need, Timing) o CHAMP (Challenges, Authority, Money, Prioritization) para evaluar rápidamente a los prospectos. Una utilidad que le he encontrado es la implementación de formularios de calificación automatizados en landing pages o durante las llamadas iniciales, lo que permite segmentar a los leads con mayor precisión. Esto ahorra tiempo al equipo de ventas y asegura que los esfuerzos se centren en los prospectos con más potencial de conversión. También facilita la creación de campañas de seguimiento más relevantes, alineadas con las necesidades y el estado de cada prospecto.

Qualifying leads is important but not the main thing. Qualifying takes a lot of time because business is becoming so sophisticated that you can't understand for sure what it provides or what the title does in the company. Head of Pleasure, for instance, in a company that does something very niche. Framework. Maybe BANT is still relevant for inbound, but for outbound, I heard there is a special SPICED framework, so to speak. S - situation P- pain I- impact CE- critical event D - decision. Haven’t tested it yet so you can try it yourself.

Quando voce adota critérios de qualificar seu lead seja com score ou de qualquer outra forma voce organiza como será seu esforço de prospeção e quem são os leads que tem mais chance de fechar naquele momento, mas não deixa de dar atenção para o Lead que pode ser um potencial comprador ali na frente.

Incorporating BANT in your lead qualification process is a game-changer. It's like having a compass in the vast sea of prospects – it guides your focus to the most promising opportunities. And remember, leveraging tools like LinkedIn AI can significantly streamline this process, allowing you to identify and engage with qualified leads more effectively. Appreciate YOU!

Establecer bloques de tiempo dedicados exclusivamente a la prospección, utilizando herramientas de gestión de tiempo como Trello o Todoist para organizar tareas. Una utilidad que le he encontrado es aplicar la Técnica Pomodoro para mantenerme enfocado y evitar la fatiga mental; las ráfagas de 25 minutos de trabajo intenso, seguidas de 5 minutos de descanso, realmente optimizan la productividad. Además, evitar la multitarea permite mantener la calidad del trabajo y minimizar errores. Al concentrarse en una tarea a la vez, se puede profundizar en la investigación y mejorar la personalización en el proceso de prospección.

I am mainly focused on cold calling as my primary outbound channel. In order to keep focused I have blocked out a two and a half hour session in my morning and then again in the afternoon. During these sessions all my notifications are off and I set myself mini goals within those times to keep motivated. For instance keep dialling until I get a conversation. After 50 dials take a break. Try calling office numbers only to clean up my list.

Le vrai sujet de la gestion du temps ce n'est pas la gestion du temps mais la gestion des priorités. Vous devez d'abord savoir se qui est important pour faire avancer le business, prenez 5 minutes en fin de journée pour identifier les actions qui ne contribuaient pas à vos résultats de vente... puis corriger !

Fazer a gestao do seu tempo otimizando seu recursos mais valioso é tão necessário e importante como qualquer outra tarefa a se realizar. Organize seu dia em blocos e revise o que foi feito e o que ficou para fazer ao fim de cada um deles, essa é uma ótima forma de se tornar basante produtivo.

In sales prospecting, managing your time effectively is crucial to ensure you're not only quick but also accurate in your research. Techniques like the Pomodoro can significantly increase productivity. Remember, it's about working smarter, not harder. Automating repetitive tasks can free up valuable time for more in-depth work on qualifying leads. Appreciate YOU!

It is vital to stay up to date with what is and isn't working in sales. It doesn't matter whether you are selling SaaS, Printers, Advertising or whatever. The psychology of sales is always expanding and new and better ways of communicating are the best way to stay ahead of the curve. Books are a great way to learn, but if you are like me I like my information in bite size chunks. So I follow top voices on LinkedIn and try implement some of the suggestions and keep what sticks and discard what doesn't. Not everything is going to work every time for every person. Learn something new and test it as often as you can.

Le vrai progrès ne naît pas de l'apprentissage mais de sa mise en oeuvre ! Alors vous voulez progresser ? Il va falloir s'entraîner. Faire des simulations c'est le seul moyen efficace pour changer ses éléments de langage car en prospection chaque mot, chaque silence, chaque intonation compte.

Incorporating continuous learning into your sales prospecting strategy is crucial. As someone who specializes in leveraging LinkedIn AI for marketing, I can't stress enough the importance of staying ahead of the curve. Tools like LinkedIn's Sales Navigator can significantly enhance your ability to find and connect with prospects. Remember, the landscape is always evolving, and so should your tactics. Appreciate YOU!

O aprendizado contínuo é crucial para aprimorar a prospecção de vendas. Manter-se atualizado sobre tendências e novas ferramentas, além de ajustar estratégias com base no desempenho, melhora sua capacidade de entender e atender às necessidades dos clientes. Abertura ao feedback e flexibilidade são essenciais para alcançar um melhor equilíbrio nas interações.

I think you learn as you do. So in essence early stage sales careers are continuous every day learning courses. My advise is share wins and losses with your peers and keep a journal. Write in detail what went well and what could have been better. By doing these things you will anchor your own learning.