How Salaria’s Competitor’s Prospect, and Why It Matters
Salaria isn’t the only company that you can outsource your prospecting to, but none of our major competitors do it the same way as us. Let’s talk about what they do, and why.
What Is Prospecting?
Prospecting is the process of identifying potential customers. It’s the foundation of the sales process, which is why you need to make sure you’re prospecting correctly before you can feel confident about the rest of your pipeline.
Good prospecting should set your salespeople up with meetings with people who fit their ideal customer profile (ICP). Unfortunately, too much poor prospecting means that many salespeople waste their time on meetings with non-ICP prospects,
How Other Firms Prospect
If you search right now, you can find a dozen firms that will promise to give you enough great meetings to fill your calendar, and they’ll do it right away. It’s hard to evaluate which are worth taking seriously, so you should know how many of these firms do their prospecting.
Automated prospecting tools are very popular and only growing in their use. These tools will give prospecting outsourcing companies access to a huge phonebook with millions of peoples’ contact information and job titles. They’re very useful, depending on how you use them.
Sadly, many of these sales outsourcing firms rely on those tools too heavily. They just copy and paste the email addresses of all the people with a likely job title, and automatically send them all the same email, hoping a few will bite.
The problem with this approach is that those prospecting firms are working with imperfect data. Without perfectly clean data, they end up targeting the wrong people, and often, that’s who they set meetings with.
How Salaria Prospects
Salaria was founded on the idea that better prospecting is worth it. By making sure you target the right people, you end up with more quality meetings without sacrificing volume. We do that in two steps: by working with our clients to identify a precise ICP, and then by pursuing that ICP specifically.
First, we talk with our clients to make sure we know exactly who they want conversations with. For example, it’s not enough for us to just know you want to speak to someone with the title “Director of Operations” to sell a logistics tool. Instead, we’ll go after more tailored data like how much they’re currently producing and projecting that they will produce in the future.
Then, we reach out to companies that fit that customized profile. That means we don’t waste time going after bad leads and you don’t waste time meeting with them. With just a little extra effort on our part, we make everyone’s lives easier.
If you’re interested in learning more about what makes Salaria’s prospecting different, feel free to reach out to us here.