Fundamentals of Prospecting with a focus on B2B Sales (feat. Dr. Deva Rangarajan)

Fundamentals of Prospecting with a focus on B2B Sales (feat. Dr. Deva Rangarajan)

In this podcast episode, ⁠Dr. Deva Rangarajan⁠ discusses the topic of prospecting in sales. The conversation covers various aspects of prospecting, including the changes in prospecting over time, the difference between advertising and marketing, and the role of sales and marketing in outbound and inbound prospecting. The discussion also touches on the effectiveness of cold calling and cold emailing, the challenges of purchasing mailing lists, and the importance of automation in sales. The episode concludes with a recap of the main points discussed and a preview of the next episode, which will delve into a practical example of prospecting.

Takeaways

  • Prospecting in sales involves both outbound and inbound approaches.
  • The role of sales and marketing teams is crucial in both outbound and inbound prospecting.
  • Cold calling and cold emailing can still be effective in certain scenarios and industries.
  • Purchasing mailing lists may not be a reliable or recommended approach.
  • Automation plays a significant role in streamlining sales processes.
  • Open rates and response rates in email campaigns can vary, and it is important to set realistic expectations.

Chapters

00:00 Introduction

01:24 Subjectivity in Sales

06:42 Sales Prospecting 101

09:31 Changes in Prospecting

10:33 Difference Between Advertising and Marketing

12:26 Sales and Marketing for the Long Term

15:24 Inbound and Outbound Prospecting

18:43 Approaching Outbound and Inbound Differently

22:03 Role of Sales and Marketing in Outbound and Inbound

23:37 Assessing Success in Sales and Marketing

25:26 Filtering Leads in Inbound Marketing

26:52 Role of Sales and Marketing Teams

27:36 Inbound and Outbound as a Combination

29:29 Outbound Sales Campaigns

30:51 Cold Calling and Cold Emailing

32:43 Effectiveness of Cold Calling in 2024

33:31 Feasibility of Cold Calling in Certain Scenarios

34:36 Cold Calling in Specific Industries or Demographics

36:39 Cold Emailing and LinkedIn Prospecting

38:17 Challenges with Purchasing Mailing Lists

39:23 Quality and Accuracy of Mailing Lists

42:42 Considerations for Small Organizations

43:39 Importance of Automation in Sales

44:57 Open Rates and Response Rates in Email Campaigns

49:09 Recap and Practical Examples

53:49 Closing Comments

55:51 Next Steps and Example

58:14 Conclusion

Dr. Rangarajan's Links

Snowpal Products

Jaksot(408)

From Product Design to Healthcare Lending: The Entrepreneurial Journey (feat. Sharmeen Aqeel)

From Product Design to Healthcare Lending: The Entrepreneurial Journey (feat. Sharmeen Aqeel)

In the fast-evolving world of medical spas and aesthetic clinics, securing funding is a critical step for growth and sustainability. In this episode of the Snowpal podcast, host Krish Palaniappan speaks with Sharmeen Aqeel, founder of Lyyvora, a lending platform tailored for healthcare businesses. Sharmeen shares her journey, the challenges faced by clinic owners, and how her platform is revolutionizing the lending process for medical spas across North America.

13 Tammi 1h

Oracle, Snowflake, and Datadog: Three Cloud Giants, Three Very Different Stories

Oracle, Snowflake, and Datadog: Three Cloud Giants, Three Very Different Stories

In this finance-focused discussion, we examine three companies that often appear together in conversations about cloud computing and data—but operate in meaningfully different segments of the market: Oracle, Snowflake, and Datadog.

9 Tammi 17min

When User Experience Goes Wrong: A Cautionary Tale for Product Builders

When User Experience Goes Wrong: A Cautionary Tale for Product Builders

In today’s conversations about software, AI, and innovation, it’s easy to forget one critical truth: humans still use the products we build. No matter how powerful the backend or how advanced the algorithms, a poor user experience can render a product nearly unusable.

9 Tammi 23min

Early 2026 Stock Market: Momentum, Volatility, and What Traders Are Watching

Early 2026 Stock Market: Momentum, Volatility, and What Traders Are Watching

The first four trading days of 2026 have delivered exactly what active market participants look for: movement, volume, and clear intraday patterns. While the year is still young, early signals across indices, semiconductors, hyperscalers, and financials are already shaping trader sentiment and short-term strategies .

8 Tammi 18min

What AI Is Forcing Every Founder to Rethink (feat. Suri Nagarajan)

What AI Is Forcing Every Founder to Rethink (feat. Suri Nagarajan)

In this engaging conversation, Krish Palaniappan and Suri Nagarajan delve into the intricacies of investing, particularly in the tech sector versus non-tech industries. They discuss the importance of financial literacy, the risks associated with high-risk investments, and the significance of diversification for new investors. Suri shares insights on industry allocation for a hypothetical $100 investment, emphasizing stable sectors like healthcare and energy. The discussion also touches on the cyclical nature of markets, the risks of entrepreneurship versus employment, and personal reflections on career choices and cultural opportunities in the US. Ultimately, the conversation highlights the importance of pursuing one’s passions and the unique educational experiences available in America.

4 Tammi 1h 57min

Happy New Year 2026: The Boring Path to an Interesting Life

Happy New Year 2026: The Boring Path to an Interesting Life

Only take vacations you can afford—debt and relaxation should never meet. If it needs installments and isn’t food or medicine, you don’t need it. Credit card debt is just regret charging interest—kill it first. Don’t enroll in college by muscle memory; 2026 doesn’t care about tradition. If you switch careers, pick a role that actually matters—vibes don’t pay rent. Skipping AI in 2026 is like skipping email in 1999—bold, but stupid. Invest real money if you can, fake money if you can’t, ignorance is not an option. Park far away—walking is free cardio and cheaper than therapy. Eat because you’re hungry, not because the fridge made eye contact. There is no perfect time—there’s only now and a lot of excuses. Build a side hustle so layoffs don’t decide your personality. If every year feels the same, congratulations—you’re on career autopilot. Social media isn’t real life—it’s a heavily filtered lie with Wi-Fi. Comparison kills joy, and titles won’t fix insecurity. Everything important takes longer than promised—welcome to reality. Ignore naysayers—they’re deeply committed to being comfortable. One focused person with AI can now replace a small team—choose wisely. If your car works, keep it—nobody’s impressed by your loan balance. Be selfish enough to protect your time, energy, and sanity. Nothing is saturated—most people just quit early.

2 Tammi 31min

What Paper Trading Teaches You About Risk and Discipline: Practice First, Profit Later

What Paper Trading Teaches You About Risk and Discipline: Practice First, Profit Later

As 2025 comes to a close, it’s a good time to reflect, experiment, and learn—especially if you’re interested in investing, trading, or building fintech products. On the final trading day of the year, I spent some time walking through live paper trades using a desktop trading platform, sharing practical insights along the way. This article distills those lessons into a beginner-friendly guide for anyone curious about trading, risk, and tools.

31 Joulu 202534min

Why We’re Building Our Next API in FinTech — And Why Timing Matters More Than Ever

Why We’re Building Our Next API in FinTech — And Why Timing Matters More Than Ever

At Snowpal, we’ve spent years building and running production-grade software products across multiple domains. Most recently, our focus has been on B2B APIs — tools designed to help teams move faster, build reliably, and scale without reinventing the wheel. As we head into 2026, we’re starting work on our next API product. It will begin life as an API, but over time, it will grow into something broader — firmly rooted in the fintech space.

30 Joulu 202514min