There’s no wonder that prospecting is still considered the most time-consuming part of the sales cycle by nearly 70% of sellers. From trying to find ideal prospects, to engaging with them through sales messages or social media, to following up to get a booked call – prospecting has become a science. And, those modern B2B sales professionals that know the right prospecting formula and have created a unique set of prospecting strategies are in a prime position to ultimately win the sales game.

How to prospect in today’s post-pandemic business environment is the topic of today’s episode of the Modern Selling Podcast. I share a recent in-depth conversation I had with Jose {last name}, host of the {name} podcast where I detail some rarely used prospecting strategies that work for us to get more “hellos” and close more deals.

Whether you’re an up and coming sales rep, a seasoned sales leader, or leading your organization’s sales enablement team – this episode is jam-packed with new things for you to implement to get in front of your target buyer more often.

Download the full conversation to hear the ins and outs of how and why these prospecting strategies work.

A New Approach to Prospecting in 2022 The world has changed drastically over the past two years. The sudden shift to online has not only given buyers more access to information, but it has actually given the modern seller more opportunities to reach their target audiences.

Fifteen years ago the number of people on social media was a mere fraction of what it is today. Even video platforms like YouTube were still in their infancy. Today, whether it’s LinkedIn, email, paid ads, SMS messages – there are many more ways that the modern seller can engage with buyers.

But, this also introduces the challenge of how to do it the right way. With more channels to find buyers, the amount of what I call “digital pollution” has also exponentially increased. Buyers are more skeptical and are willing to do their due diligence before ever reaching out to a sales rep.

Sales teams are no longer the “gatekeeper of information”. Buyers generally know what 3-5 companies they want to buy from by the time they reach out to book a sales call.

That’s why what’s really working in this post-pandemic environment is to prospect through thought leadership.

Consider your buyer persona – what problem are they trying to solve? How do you solve this problem? What articles, posts, or videos can you share online that showcase how you solve this problem?

The goal with 21st century prospecting is to be at the beginning of the buyer’s information journey so that they come to you for recommendations on what best next step to take (ideally it’s buying your product/service!)

Listen to this episode to hear how I suggest every sales organization leverage LinkedIn to rapidly increase their sales pipeline with customers who are ready to buy.

The Importance of Mastering the Art of Video Selling Here at Vengreso, we work with small business owners, entrepreneurs, individual sellers, all the way up to large Fortune 100 sales organizations – with one goal: to help sales leaders create more sales conversations and grow their sales pipeline by teaching them how to prospect better and sell more.

Although there are lots of sales channels to choose from, our channels of choice are: LinkedIn and video. Our digital training teaches sales leaders and individuals how to create engagement with prospects at every stage of the sales cycle.

That way, when your buyer is looking for a solution, you stay top of mind (and top of timeline) and are their first destination.

Over the past 6 years of Vengreso, we have amassed a significant amount of thought leadership, whether it be blogs, podcasts, free video courses, etc. So when someone is searching for sales training online, we have a pretty good chance to be ranked very high on Google. 

(In fact, our Prospecting Guide is currently

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Erscheinungs­datum: 25.2.2022, 21:45:14