Learn the best practices for remote sales prospecting, such as defining your ideal customer, using multiple channels, personalizing your outreach, and more.

As a buyer - so much of the outreach I receive is generic, cheesy and a tad needy - as it's full of fake praise, superficial personalisation, and sales-speak. Instead of asking me to 'role the dice' or offering a gift voucher - just talk directly to the challenges I face and entice me to learn how these challenges can be overcome. And if you can't talk to my challenges, don't engage me.

What are the best practices for remote sales prospecting?

Remote sales prospecting is the process of identifying and reaching out to potential customers who are not physically accessible or located in the same area as you. It can be a challenging task, especially in the current pandemic situation, where face-to-face meetings and events are limited or impossible. However, with the right tools, strategies, and mindset, you can still generate qualified leads and build relationships with your prospects from anywhere in the world. Here are some of the best practices for remote sales prospecting that can help you succeed in this competitive and dynamic environment.

1 Define your ideal customer profile

Before you start prospecting, you need to have a clear idea of who your ideal customer is, what their pain points are, and how your product or service can solve them. This will help you narrow down your target market, segment your prospects, and tailor your messaging and value proposition accordingly. You can use various criteria to define your ideal customer profile, such as industry, size, location, budget, goals, challenges, and decision-makers. You can also use tools like LinkedIn Sales Navigator, ZoomInfo, or Leadfeeder to find and verify your prospects' contact information and relevant insights.

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Jason S.

Sales and Business Strategist | Revenue Growth Specialist | Technology Solutions Expert | 15+ Years Leading High-Performing Teams | AI and Cybersecurity Enthusiast
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Learn your vertical! Pick up the phone, crest a call guide, call at different times, use smart emails, creat a cadence. But all that work does not mean shit, if you can’t speak the language.

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2 Use multiple channels and methods

Remote sales prospecting requires you to use a combination of different channels and methods to reach out to your prospects and capture their attention. Depending on your target audience and their preferences, you can use email, phone, social media, video, webinars, podcasts, or other platforms to communicate your value proposition and generate interest. However, you should not rely on one channel or method alone, as it may not be effective or appropriate for every prospect. You should also test and measure the performance of each channel and method, and optimize your approach accordingly.

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3 Personalize your outreach

One of the key factors that can make or break your remote sales prospecting efforts is the level of personalization you apply to your outreach. Prospects are more likely to respond and engage with you if you show that you have done your research, understand their needs and challenges, and offer a relevant and customized solution. You can use tools like HubSpot, Mailchimp, or Lusha to automate and personalize your email campaigns, or use tools like Vidyard, Loom, or BombBomb to create and send personalized video messages. You can also use social media platforms like LinkedIn, Twitter, or Facebook to interact with your prospects and share valuable content.

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Amarpreet Singh

Head of Growth @ Potion | Generative AI | YouTuber | Obsessed About 'Innovation'
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Taking personalization to the next level, video messages have become a compelling medium for connecting with prospects on a more intimate level. Vidyard, Potion, Loom, and BombBomb are standout options for crafting and delivering personalized video messages at scale that break through the digital noise. Video adds a human touch to your interactions, fostering a sense of familiarity and trust that is hard to replicate through text alone.

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4 Follow up and nurture your leads

Remote sales prospecting is not a one-time activity. It requires consistent and timely follow-up and nurturing to move your leads through the sales funnel and convert them into customers. You should have a clear and structured follow-up plan that outlines the frequency, channel, and content of your communication with your prospects. You should also use tools like Calendly, Acuity Scheduling, or ScheduleOnce to book appointments and demos with your prospects, and use tools like Zoom, Skype, or Google Meet to conduct online meetings and presentations. You should also provide your prospects with relevant and useful information, such as case studies, testimonials, white papers, or ebooks, to educate them and build trust.

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5 Adapt and improve your skills

Remote sales prospecting is a dynamic and evolving process that requires you to adapt and improve your skills constantly. You should always be open to learning new tools, techniques, and best practices that can help you enhance your prospecting performance and results. You should also seek feedback from your prospects, customers, and colleagues, and use it to refine your strategy and tactics. You should also track and analyze your prospecting metrics, such as response rate, conversion rate, revenue, and customer satisfaction, and use them to identify your strengths and weaknesses, and set your goals and action plans.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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James Fielding

Let’s build your growth engine.
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As a buyer - so much of the outreach I receive is generic, cheesy and a tad needy - as it's full of fake praise, superficial personalisation, and sales-speak. Instead of asking me to 'role the dice' or offering a gift voucher - just talk directly to the challenges I face and entice me to learn how these challenges can be overcome. And if you can't talk to my challenges, don't engage me.

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What are the best practices for remote sales prospecting?

1

2

3

4

5

6

1 Define your ideal customer profile

2 Use multiple channels and methods

3 Personalize your outreach

4 Follow up and nurture your leads

5 Adapt and improve your skills

6 Here’s what else to consider

Lead Generation

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What are the best practices for remote sales prospecting?

1

2

3

4

5

6

1 Define your ideal customer profile

2 Use multiple channels and methods

3 Personalize your outreach

4 Follow up and nurture your leads

5 Adapt and improve your skills

6 Here’s what else to consider

Lead Generation

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