Enabling Your Team’s Prospecting Success in 2025

Hello Sales Reset Leader

What’s the TOP priority for most B2B sales team leaders?

Prospecting!

You know from hard-won experience that your top performers are always the team members who prioritise prospecting.

By contrast, the team members who consistently struggle to achieve sales results will likely neglect prospecting.

Finding new business is crucial, whether prospecting for new logos or seeking new opportunities in existing relationships.

In their Weekly Sales Reset newsletter this week, we introduce your team members to three big ideas about prospecting:

1. Surplus of Opportunities: Don’t settle for just enough opportunities. Aim to achieve a significant surplus.

2. Time-Boxing: Time-honoured advice that often doesn't work in the real world in our experience!

3. Prospecting Mindset: The key to prospecting success. Always be prospecting!

We strongly recommend that you read this week’s Weekly Sales Reset newsletter and prioritise coaching each team member to apply the recommendations.

Coaching Your Team Members About Prospecting Goals

Last week’s Weekly Sales Reset was all about Planning for Success in Q1.

Those members of your team who pay attention to our recommendations hopefully ended the week with a plan for success.

A key component of their Q1 plan for success should be their plan for opening new opportunities.

In your 1:1 coaching sessions with team members this week, it would be great if you could take the time to ask each team member this question:

What Prospecting Strategies?

What prospecting strategies are in place with your team members?

Where do you place each of your team members on the following scale?

1. Zero prospecting

2. Insufficient and ineffective prospecting

3. Just enough prospecting to get by, hopefully

4. Effective prospecting

5. Outstanding prospecting

Ask your team members about their responses to their Weekly Sales Reset newsletter recommendations.

Do you see prospecting time blocked out in their calendars?

• YES: If you see this time blocked out, you have a terrific opportunity to ask about their plans for that time blocked out in the future or how they got with time blocks in the past.
  

• NO: If you don’t see time blocks, coach them about their prospecting strategy. What are they doing to find the volume and quality of new opportunities they’ll need to succeed?

How are your team members prospecting?

Best practices in prospecting are changing faster than ever.

How are the members of your team prospecting?

Cold approaches to random strangers with generic messaging are increasingly ineffective. These strategies risk undermining your brand reputation and training potential customers to steer clear of your team members and company.

Instead, the best salespeople are always prospecting. Many are now using various AI-powered tools to help them find, research, and carefully approach individuals who are the closest fit to their Ideal Customer Profiles (ICPs).

Ideally, your team members will engage these carefully identified individuals respectfully and patiently, perhaps by initially liking and commenting on the LinkedIn posts. It’s always best to establish credibility, trust and confidence before asking for the connection request or opportunity to speak.

As you know, referrals have always been the best way to start conversations with people who would otherwise be strangers.

However, we’re guessing that too few of your team members proactively seek referral introductions.

Make this the week for a breakthrough in prospecting success!

With all this focus in this week’s newsletters, you have a significant opportunity for this to be the week for a breakthrough in prospecting success!

Have a great week!

Do your team members subscribe to our companion weekly newsletter, Weekly Sales Reset?