Jef

"Tell me about your prospecting process"

I am speaking with a great firm about a potential AE opportunity. The next round is later this week and I was told the meeting will be focused around my prospecting process. Does not have to be tailored towards the specific company. What are the best prospecting processes? smaller fintech firm

👑 Sales Strategy

11 comments

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Cordray

Opinionated

Account Executive

There are great books written on this, Fanatical Prospecting more specifically if you’re looking for a defined process. Overall, general prospecting framework is:

-Define ICPs
-Tailor messaging to ICP
-Reach out to ICP through Emails, Calls and LinkedIn
-Trust the process, but don’t be afraid to make adjustments

You’re going to get more out of this by sharing information about how you’ve prospected in the past here and asking for feedback.

SoccerandSales

Big Shot

Account Executive

Definitely recommend Fanatical Prospecting, not as exciting as other sales books, but packed full of good info. I agree with @Cordray though, understanding your ICP will not only help you in the role, but lead you to stand out during the interview process

Jef

Fire Starter

Ty ty

Maximas

Tycoon

Senior Sales Executive

Agree with that too, otherwise you can simply explain the prospecting process you used to follow while being with the previous employer and to me -most probably- that was the main intention of the hiring manager to check your prospecting skills/awareness and if it was any good in hitting your quota easily at your old job!

CPTAmerica

Opinionated

President/CRO

Yeah this, I bought Fanatical Prospecting for all our SDR's on their first day. Honestly Jeb sort of rubs me the wrong way but it's the best book I've read to summarize what is required to be strong in that area.

IndianaShep

Politicker

Director of Sales and Marketing

His general work holds up, I have to say. So much of sales literature is "yeah, duh" but it is written in a way that helps align your thoughts and ideas with a few gems in there. I have worked through most of the books and occasionally go back for refreshers.

Jef

Fire Starter

Ty ty

Justatitle

Big Shot

Account Executive

It's important to note that it's not 1 size fits all. But having a clearly defined ICP is crucial so that you can easily hit pain and target the right prospects to call into.

CuriousFox

WR Officer

🦊

Terminology for specialized verticals help too 😉

Justatitle

Big Shot

Account Executive

Yes. Yes.

pirate

Big Shot

🦜☠️ Account Executive

Well question is to tell about your prospecting right? Just go over the usual tools you use + a fun example that's worked with texting or in person or what not that you think suits the best.
If you don't have any, try the search bar and it'll come up with some great suggestions.
Good luck on the interview process!

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Jef

"Tell me about your prospecting process"

11 comments

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