What's the best prospecting tip you've heard recently?

I'm currently in a new role that is requiring me to be more proactive and generate pipe. I have current customers that generate revenue but majority of my territory is prospects.

I sell a cloud customer experience solution and the tips I've been getting internally is to "find problems" and offer solutions.

My issue though is that I'm selling into small to mid-size healthcare organizations that have been wrecked from the pandemic and are very bad at publishing any sort of information.

War room, what's some of your best advice to attack this challenge!