As an AE, one of your responsibilities is generating new opportunities and closing the deal to make them our customers.
Outbound prospecting is the process of creating and converting quality leads into opportunities. It starts with identifying potential customers, either people or companies, that match with the ICP and leveraging sales engagement tools to get in contact with them and convert them into customers.
For example, AEs can:
- Simply use our sales tools (LinkedIn, Apollo, HubSpot) to filter and surface companies and leads that meet our ICP and buyer persona.
- Leverage our CRM (HubSpot) to research existing customers and find similar companies and people using a commercial database like LinkedIn Sales Navigator, Apollo, or Google Search.
- Go through past Closed-Lost deals and look for deals to revive (Mostly bad timing or lost momentum as the reason, or feature gap when we meet their criteria).