Prospecting
Choosing a manageable first outbound account list
Size an initial account list from the work and response capacity available, then keep eligible overflow in reserve.
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Prospecting
Prospecting
Comparing activity volume with useful conversations
Separate contact attempts, connections and useful conversations, then compare activity with outcomes using consistent cohorts and denominators.
Prospecting
Finding a relevant business reason to contact an account
Test whether an account development gives you a current, offer-related question without treating a public signal as proof of need.
Prospecting
Outbound account prioritisation
Separate account eligibility from priority, choose an outbound queue the team can work and revise it as evidence changes.
Prospecting
Preparing a concise prospect research note
Prepare a brief pre-contact research note with a sourced observation, seller inference, open question and routing checks.
Prospecting
Prospect research for sales conversations
Research an account for a useful sales conversation: check sources, separate facts from interpretations and prepare one question to test.
Prospecting
Reviewing accounts that repeatedly receive no useful response
Review account fit, ownership, premise and contact outcomes before spending more time on an unresponsive outbound account.
Prospecting
Sales development for B2B teams
A practical guide to B2B sales development: account selection, relevant outreach, early assessment, handoffs and useful next decisions.