Rob Pappalardo’s Post

LinkedIn has over 800 million accounts, but how actionable are those contacts for sales prospecting? 🤔 ZoomInfo’s research team conducted an experiment to see. Actionable contacts can be reached via direct dial, voicemail, operator, phone directory, or email. We attempted to contact 900 individuals on LinkedIn that were NOT in ZoomInfo’s database. Here are the results: - 6% were reachable by phone  - 40% of emails bounced When we ran a similar test using contact information found in ZoomInfo, we had much higher success rates: - 46% were reachable by phone  - 4% of emails bounced Prospecting on LinkedIn alone means you’re missing out.

Smart Prospecting = Consistent Success. What's smart? You'll find all kinds of prospecting approaches and tactics. They all work. But the REAL question is: 𝗪𝗶𝗹𝗹 𝘁𝗵𝗲𝘆 𝘄𝗼𝗿𝗸 𝗳𝗼𝗿 𝗬𝗢𝗨? I invite you to check out this 9-Part Prospecting Framework. It's both strategy (the smart part) and tactics (the ACTION part). https://lnkd.in/eqed4RAZ Activate to view larger image,

Quick tip for AE's, calendar block all things prospecting. If I don't calendar block, the activity doesn't happen. Email from a client, inbound meeting, distractions pile up. That being said, when I calendar block my activities (cold calls, videos, prospecting) and plug in some new lo-fi beats, miraculously the tasks get completed. 90 minutes of cold calls with your phone turned off can do wonders for your week. (Use your computer dialer, less distractions)

The key to getting more Email responses in 2024? ➡️ Stand out from the crowd. It's a secret to no one, a lot of people are sending emails now, which means your prospects are receiving tons of sollicitation every day... Let's face it, most emails the same and it's really boring. I love to surprise prospects and come up with hyper relevant approaches that stand out and grab their attention. An easy trick I use to stand out is to give away something of value and personalized, that my competitors would charge for. It works for any industry. Happy Prospecting!

Is this impacting your prospecting? I see it all the time... Reps managing too many accounts/contacts. Open up their sequences to find 100's of contacts. More doesn't always = more If you're struggling to convert, try working fewer accounts. Build a Top 50 account list and qualify those accounts. Then, build an account hypothesis for each and run targeted outreach to 2-3 people in each account. ↳ Your message will land better ↳ You'll book more meetings ↳ You'll also win more deals Volume will always work, but only once you've mastered the required skills. For now, try getting it right with fewer accounts then add volume. - - - - - - - - Want more tips? Follow me and hit the 🔔 James Bissell Or subscribe to my YouTube channel [link in the comments]

Do all videos end up in spam? Video prospecting can deliver great results when done right. It cuts through the noise and makes your outreach hyper-personalized. However, many sales reps hesitate to use videos because they are time-consuming, hard to scale, and often end up in spam. But lately, people on LinkedIn have been talking a lot about video prospecting. Before suggesting it to my team, trying it out first seemed like a good idea. So, I tried Vinna. My personal experience: ↳ Simple copy-paste integration to sending tools ↳ Love that I could ask prospects to send a short video and only send it if they replied positively, this got me many more replies My team’s experience: ↳Personalized videos for all the leads were made in minutes ↳Video follow-ups were sent to each reply — a dream for every SDR I love it when creative ways of prospecting give great results too. Do you use videos in your outreach?

Timeless prospecting tips which will help you build your pipeline this week : - Make a list of 30 net new people to call. - Call the list from start to finish without stopping or procrastinating. -Call with a friend. Make it a competition. It will drive you both on. - Reconnect with prospects you met a year ago. Ask them if they solved the problem they had 12 months ago. - Send 10 highly considered emails to prospects (you'll likely get a positive response). Use Google Alerts, LinkedIn, website Press Releases, or Earnings Reports to find something relevant to link your proposition to. - Connect with 10 new prospects on LinkedIn each day. Send a video message to those who accept. - Call inbound leads as soon as they hit your inbox. - Attempt to call someone more than once (you have a ‘multi-call attempt’ sequence for a reason). - Find five companies who compete with the last customer you won. Map out each account and prospect each contact. Mention you work with their competitor. How could doing the above NOT help you book some meetings?

Great tip here from Charles. Top takeaway: "Make sure the Sunday emails are thoughtful, or don't bother sending them." Templated emails are going to be deleted. #prospecting #beinghuman #salestip

Tips for using cold email for Enterprise prospecting. ➡️ Hyper-personalize every email in the sequence, prospects have to feel like you personally wrote this for them. ➡️ Reference case studies of similar companies and include the specific results you got them, how you did it, and in what timeframe. ➡️ Leverage sales assets like free audits, consultation calls, or sales letters to get your foot in the door with prospects. ➡️ Make sure to have a consistent follow-up schedule in place, we’ve seen deals close after 25+ touches. ➡️ Reach out to multiple prospects within the company and mention you tried to contact their colleague but got no response Let me know something else you would add 👇

Most AEs struggle to find time for prospecting. This simple routine eliminates all excuses👇 The 5 X 5 Prospecting Routine. 1. Choose 5 new target accounts on Monday mornings 2. Select 5 ideal target prospects in each account 3. Build a list of 25 leads with contact data 4. Add them to your Outreach cadence Additional comments: → This should take 60-90 minutes. → Start with 1st touches in the afternoon. → The rest of the week follows your sequence. As an AE I had 1h/day for prospecting. With this routine I never skipped a single week. I don't care how busy you are - you have time for this. Invest 60-90 minutes on a Monday morning. And have your prospecting prepared for the week. Try this today. Thank me later. What's your prospecting routine?👇 PS: Get my entire prospecting system here: https://lnkd.in/dTb_6Jmr