Sales Prospecting Tips and Methods

Prospecting can make or break your overall sales strategy. Nothing matters more than targeting the right person at the right time with the right message. It’s all about finding where your future customers are, crafting a message that speaks to a issue they’re experiencing, and making connections to prospects that will eventually convert into customers.

Your most important role as a salesperson is to establish trust with a prospect — otherwise, the sale probably won’t happen.  Plain and simple: people buy from people that they like.

What’s the best way to gain that trust? Start by targeting the right people who actually have a need for your product or service. This takes a bit of research and work on the backend, but a cold prospect is much more likely to engage with you if they think that you already know something about their needs.

Generally speaking, here are a few simple steps to get your prospecting strategy underway:

Identify your Ideal Customer

Create a basic message

Find out where your prospects are

Customize your message

Build a new relationship that you can nurture into a sale


There are literally dozens of ways to prospect and find customers, but some are significantly more painful than others. In order to determine which approach you should take, think about what you want your outcomes to look like — for instance, how many demos do you need to meet your sales goals, and how many prospects do you need at the top of the funnel to achieve that?

In most instances, it probably makes sense to use a sales prospecting tool like Vista Lead Generation. See what works for you and be open-minded, and you’re well on your way to finding your next customer!