Missed Quota Series: Prospecting With A Net Rather Than A Spear! | Donald C. Kelly - 1998

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed deals.

Leverage Intent and Relevant Data

• A big part of prospecting comes down to timing. You want to reach out when buyers are already looking for a solution.
• That is where intent data comes in. Tools like ZoomInfo and 6sense can help you identify prospects who are actively researching solutions like endpoint protection.
• When you do reach out, make it relevant. Speak directly to their industry and back it up with a recent success story from a similar company. That is what helps build credibility early.

Utilize Advanced LinkedIn Searching

• Instead of reaching out to everyone, focus on a smaller group of people who are more likely to respond.
• You can build a list of 30 to 40 individuals by narrowing your search. Look for people who are new in their roles or who have been active on LinkedIn in the past 30 days.
• You can also look at who they are connected to, especially if they follow industry influencers or are part of specific associations. That gives you a stronger starting point for outreach.

Systematize Referrals

• Referrals are one of the most overlooked opportunities in sales.
• Most prospects are open to giving referrals, but very few salespeople actually ask for them. That is a missed opportunity.
• Start making it part of your process. When you are working with a client, ask if they know others who are dealing with similar challenges. A simple ask can open the door to warmer conversations.

Target Niche Local Events

• Not every opportunity comes from online outreach. Smaller, more focused events can be a great way to connect with people directly.
• Think industry meetups or informal gatherings where conversations happen more naturally.
• These settings make it easier to build relationships and lead to introductions that feel more genuine.

The Fortune Is in the Follow-Up

• Even when you get in front of the right people, it does not mean much if you do not follow up.
• A large percentage of event attendees have the authority to make buying decisions, yet most leads never receive any follow-up at all.
• That is where the real opportunity is. Following up within 12 to 24 hours and staying consistent with your outreach can be the difference between being remembered and being forgotten.

“Nine out of ten prospects are willing to give a referral, but only about 11% of salespeople actually ask.” - Donald C. Kelly

Resources

• Do you need help on getting more referrals? Check out episode 1976.
• Keep track of your sales activity and boost your results with the Prospect Pro sales tool.
• Step up your sales game with Sales Mastermind. Get accountability, stay motivated, and tackle the blockers keeping you from hitting your goals.
• Visit Blue Mango Studios for help in creating podcast production content.

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and produced by Brightseed and Hill.