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5 Sales Prospecting Techniques You’ve Probably Never Tried (But Should)

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Written by Ago Cluytens
Practice Director - EMEA, RAIN Group

What is the #1 challenge or issue you face when it comes to growing sales for your business?

When I recently reached out to my network and asked that same question, 75% mentioned sales prospecting as their #1 challenge.

The problem isn’t that people don’t know what to do; it’s that what they’ve always done no longer works. Want proof? Think about the last time you met an actual decision maker at a networking event, and that conversation led to a sale. How about from a cold call? Trade show? Advertisement?

The simple truth is this: if you do what everybody else is doing, you’ll get the same results everybody else is getting.

Download: 5 Sales Prospecting Myths Debunked

Which, in a world where prospects are increasingly turning off their phone and turning on their spam filters, isn’t much.

So, if you want to stand out (and get more meetings), here are five sales prospecting techniques you’ve probably never tried (but should).

5 Sales Prospecting Techniques

1. Become a Video Rock Star

Everything I do these days involves video (in some form or another). And I’m not talking about those fancy marketing videos where the CEO comes on to talk about the new service you just launched. Or those happy, smiling customers on your homepage telling everyone how awesome you are.

I am talking about using video for sales. Specifically, for sales prospecting.

Email open rates have plummeted in recent years. And they continue to go down (and down). According to MailVU.com, the average email click-through rate is now around 5%, which means that if you are sending a whitepaper, blog post, or brochure to 100 prospects, a grand total of 5 will open it. To put it another way, if you want to get 50 prospects to actually read your stuff, you’d need to send 1000 emails, and risk wasting 995 people’s time and being marked as spam.

Now let’s say you were to include a video in that email. Nothing fancy, just you talking to the camera and saying a few words. Educating a little bit. Introducing yourself. Pointing to a helpful resource.

You’ll be surprised how even a simple video will boost opens, the number of people who are engaged with your content, and the number of leads that begin to move down your sales funnel. Time to break out the flip cam.


So there you go, 5 sales prospecting techniques you’ve probably never tried. They’ve worked for me. They’ve worked for others. They just might work for you.

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Topics: Sales Prospecting

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