The Ultimate Guide to Building a Prospecting Sequence | Vouris

The alternative strategy, which I prefer, is to call the contact from the lead first and then call the decision maker as a follow-up. I call this strategy “call low, then call high.” When the salesperson calls the contact from the lead, the salesperson needs to engage the contact with a relevant value proposition, which is not necessarily the most

This is where access to data platforms like ZoomInfo, Cognism, Apollo, Seamless, and LeadIQ really pays off—especially when these platforms are integrated with your CRM. With this information in hand, you can quickly tailor your messaging and sequences to individual stakeholders to grab their attention.

The key is gathering information from each and every interaction and analyzing it to make the organization as a whole smarter. As your reps ramp, they should be building prospect profiles, adding information about status quo solutions, testing messaging, and collecting a dozen other data points.

If you are more comfortable with a particular channel—especially an asynchronous channel—shake yourself out of that comfort zone. The interwoven, cross-channel approach is crucial to bending statistical probability in your favor that prospects engage.

those prospects automatically get 12 email and 4 direct-mail follow-up communications, all customized and personalized, with precise timing (i.e., Follow-Up #1, 3rd Day, Follow-Up #2, 5th Day, etc.).

Balance simply means that to get the best return from your prospecting time investment, there should be a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling. The relative distribution of your time investment in each prospecting methodology should be based on y

Interrupting your prospect's day is a fundamental building block of robust sales pipelines. No matter your prospecting approach, if you don't interrupt relentlessly, your pipeline will be anemic.