Estás tratando de encontrar nuevos prospectos de ventas. ¿Cuál es la mejor manera de hacerlo?

Before diving into the prospecting game, I created the ideal customer profile – a snapshot of the perfect client. Based on solid data, it outlined their needs, challenges, and preferences. Aligning it with my value proposition, it became my compass. Instead of casting a wide net, I aimed for the bullseye, focusing on the most relevant and profitable prospects. Crafting this profile transformed prospecting from a shot in the dark to a targeted, rewarding journey. So, before you venture into sales, sketch out your ideal customer profile – your shortcut to success!

A 1ª forma de se definir o perfil de cliente ideal é olhando para a sua carteira de clientes conquistados e, a partir de segmentações de suas características, entender quais delas proporcionam o maior impacto financeiro para a sua empresa e se tornam mais satisfeitas com a entrega do produto/serviço. Porém, caso você não tenha dados sobre isso, o ideal é partir de hipóteses sobre quais empresas poderiam se beneficiar de sua solução.

In the current Syndication Sales role, the focus lies on understanding the existing database, beginning with factors like Location, Buying behavior, & gathering additional subjective data is important. In instances where data may be lacking, researching competitor strategies becomes essential, which involves monitoring their corporate website, staying updated with their media releases, and tracking comments from respective company Leaders. Following the corporate communication team on social media platforms provides further insights. Furthermore, both Offline & Online channels, including Industry Events, Exhibitions, and social media platforms like LinkedIn, are utilized for research, connection, and engagement with potential customers.

Defining the ideal customer profile as a beginner is hard and one of the best shortcuts is to initially kickstart leveraging existing frameworks (Approach leads or companies from predecessors/colleagues or existing clients). The knowledge you will get from their feedback is the perfect foundation for moving from customer profile towards ideal customer profile. Ask as many qualitative questions as possible and take their opinions seriously to understand their pain points first hand and figure out from which place in the company their mentioned issues come from. Leads working in that field should become your first point of contact. Integrate what you've heard and combine it with existing ideas from proven sources like the marketing team.

To find new sales prospects, start by identifying your target audience and researching their needs and preferences. Use various channels such as social media, networking events, and referrals to reach out and build relationships. Provide value and solutions to their pain points to increase engagement.

It's essential to mix different channels and align your prospecting with a content strategy. 1. Research the lead sources of your ICP 2. Map the focus accounts and saved leads for your business. 3. Prospect via online and offline channels 4. Post value content and connect with your leads via social media and events Once you know your ICP, you should breakdown the personas that fit in the ICP to map the sources of your leads. If your personas are active on LinkedIn, this will be a great source. If they're on Twitter, start prospecting there too. This profile will change between industries, roles and regions, so make sure you research about your ICP before start focusing on your lead sources.

In the sales hunt, diversifying your prospecting game is like having a versatile toolkit. I kick things off by tapping into existing networks, seeking referrals from satisfied customers or partners – it's a solid starting point. Social media is my playground; platforms like LinkedIn, Twitter, and Facebook offer a goldmine for research and engagement.

For me, Methods for prospecting in the SaaS and CPaaS industries include targeted advertising, inbound marketing, outbound outreach, networking events, referral programs, partnerships, and cold outreach.

La recommandation des prospects peuvent être aussi très dangereux si et seulement si, ce dernier étais un nouveau choix, et pour être sûr de son choix, nous devons utiliser la tactique d approche cela permettront de bien connaître et bien faire le choix.

Utilizar herramientas de búsqueda y recopilación de datos, como el Planificador de Palabras Clave de Google, Bing Ads Intelligence, LinkedIn Sales Navigator o Zendesk Sell, para encontrar y segmentar a tus prospectos según sus características, comportamientos e intereses. Desarrollar un proceso de seguimiento para tus prospectos, que consista en establecer un contacto inicial, ofrecer valor, generar confianza, crear urgencia y cerrar la venta. Puedes usar diferentes canales de comunicación, como el correo electrónico, el teléfono, las redes sociales o los eventos de networking, según lo que sea más adecuado para cada caso.

In my experience, Qualifying prospects in the SaaS and CPaaS industries involves assessing their fit based on criteria such as budget, authority, need, and timeline (BANT). Utilize discovery calls, questionnaires, and online forms to gather information about their pain points, goals, budget constraints, decision-making authority, and urgency. Additionally, evaluate their level of engagement with your marketing materials and their responsiveness to your outreach efforts. By thoroughly understanding their needs and assessing their readiness to buy, you can prioritize your efforts and focus on prospects with the highest likelihood of converting into paying customers.

In the sales game, not every prospect is a gem waiting to be discovered. It's about qualifying them – sifting through to find the real gold. I use criteria like BANT, CHAMP, or MEDDIC – acronyms that might sound fancy, but they're my secret sauce. They help me figure out if a prospect is the right fit for what I'm offering, checking boxes for things like budget, authority, need, and timing. The trick? Asking the right questions. I dig deep into their challenges, goals, motivations, and decision-making process. It's like unlocking a treasure chest of insights. Based on their answers, I prioritize prospects and guide them through the sales funnel.

Researching your ICP is where everyone starts but I will tell you that finding out who is NOT the right guy is easier than who is. Also, figure out your NON-ICP You don't need to find prospects but prospects who can PAY you fairly. So have a clear idea of your ICP and NON-ICP. Then start with the home before searching outside. Have a thorough check of your NETWORK, FOLLOWING list, NEWSLETTER subscriber, and your CONTACTS. Now you can search outside, but in this case, you need to be aware of the correct market you are searching into.

Elevating the qualification process involves more than just applying frameworks; it's about creating a dialogue that uncovers the prospect's deepest needs and aspirations. Picture a scenario where, through skillful questioning, a sales professional identifies a prospect's unrecognized need for a comprehensive cybersecurity solution, leading to a tailored offering that perfectly aligns with their requirements. This consultative approach not only positions you as a trusted advisor but also enhances the prospect's perception of value. Sharing a detailed guide on crafting such insightful conversations can empower your team to transform qualification into a strategic advantage.

I believe that the best way to qualify your potential customers is through the use of frameworks. BANT, ANUM, CHAMPS, Challenger, MEDDIC - among others - are already validated strategies. However, even the use of these frameworks must be done with caution. Because they should not look like a questionnaire, but rather a conversation. This prevents the lead from feeling like they are in a job interview and makes your conversation less boring and "time-consuming". The idea of every commercial contact is that it becomes increasingly lighter, didactic and less burdensome as possible.

Connecting with prospects is the heart of successful sales. After qualifying, it's all about building rapport. I communicate respectfully and personally, using their preferred channel. Before reaching out, I do my detective work – researching their background, industry, and challenges. Tailoring messages, I show I understand their needs. But it's not just about selling; it's about providing value with insights and resources. I keep it human, injecting personality and enthusiasm without being pushy. Regular follow-ups seal the deal. These tips turn finding new prospects into a rewarding and fun journey!

Connecting with prospects in the SaaS and CPaaS industries involves personalized outreach, providing upfront value, utilizing multiple channels, consistent follow-ups, building trust, active listening, and offering educational resources to showcase expertise and solution benefits.

¡Hola! Para encontrar nuevos prospectos de ventas, explora redes sociales, participa en eventos de la industria, aprovecha el boca a boca, utiliza herramientas de búsqueda en línea, y ofrece contenido valioso. ¡No tengas miedo de ser proactivo y creativo! ¡Vamos a encontrar esos prospectos juntos!

Conectar-se com seus clientes potenciais é uma parte fundamental do processo de vendas, não apenas após a qualificação de prospects, mas como um meio de construir relacionamentos duradouros e baseados em confiança. E o acompanhamento regular e consistente é vital para manter a conversa em movimento até que uma decisão seja tomada. Isso demonstra persistência e interesse genuíno no bem-estar do cliente, elementos que podem diferenciá-lo em um mercado competitivo.

In the realm of sales, there's always room for a wildcard – those bits that don't neatly fit elsewhere. Here's my nugget: Always be ready to adapt. In a dynamic landscape, flexibility is your superpower. Whether it's tweaking your approach, exploring a new platform, or embracing an unexpected challenge, the ability to pivot keeps you ahead of the game. And don't forget the power of collaboration. Connect with fellow professionals, bounce ideas, and learn from their experiences. It's like having a support system in the dynamic world of sales. Lastly, cherish the learning journey. Every rejection, every win – they're all lessons. Constantly evolve, stay curious, and watch how each experience becomes a stepping stone in your sales adventure.

Optimizar y automatizar tu proceso de prospección, usando herramientas como Salesforce, HubSpot o Zendesk Sell, que te permiten gestionar y monitorear tus campañas, tus actividades y tus resultados, y que te ayudan a ahorrar tiempo y recursos.

Parcerias estratégicas para ampliação de alcance. Estabeleça parcerias com empresas complementares, mas não concorrentes, para acessar novos mercados e compartilhar leads. Essas parcerias podem abrir portas para um pool de prospects qualificados e mutualmente benéficos, além de oferecer novas plataformas para promoção cruzada de produtos ou serviços.

The best way to find new sales prospects is through a multi-faceted approach. Utilize networking events, industry conferences, and online platforms like LinkedIn to connect with potential leads. Leverage social media, content marketing, and email campaigns to increase visibility and attract prospects. Utilize data analysis and segmentation to target specific demographics effectively. Additionally, ask for referrals from satisfied customers and explore partnerships with complementary businesses. By combining these strategies, you can expand your reach and identify promising sales prospects.