No matter how successful your business is, you could still use more high-quality sales prospects, right? Most companies would answer that question with a resounding yes.
We all know the classic prospecting advice — make more cold calls, attend more networking events, and ask for more referrals. Good advice, yes, but hardly groundbreaking.
Here are a few modern sales prospecting tips you may not hear as often — but they can make a real difference in your results.
1. Get to Decision-Makers Faster
Cold calling will always be part of selling, but smart teams now combine it with digital prospecting tools to ensure they’re connecting with qualified decision-makers. Platforms like LinkedIn Sales Navigator, ZoomInfo, and other CRM integrations can help you identify the right people before you ever pick up the phone. The result? Fewer wasted dials and more productive conversations.
2. Remember: Content Is Still King
A recent B2B study found something surprising — white papers ranked higher than sales calls in influencing purchasing decisions. That means your educational content can do more than attract leads; it can build credibility and open doors before the first meeting. Sharing valuable insights positions your team as trusted advisors, not just vendors.
3. Modernize How You Network and Connect
Traditional networking still works, but it’s less efficient today. Are you using LinkedIn strategically? By connecting with the people you meet and using LinkedIn’s search tools, you can identify second-degree connections — specific prospects you’d like introductions to.
When you ask for specific referrals, you dramatically increase your success rate and help your network understand exactly what a “good lead” looks like. At Sandler Denver, we teach clients how to use tailored “introduction templates” that make it easy for others to introduce you quickly and position you effectively.
The bottom line: If your prospecting efforts feel stale, it may be time to evolve your approach. The target has moved — and successful salespeople move with it.
Chuck Terry, CEO/President – Sandler Denver
At Sandler Training in Denver, we help sales professionals, leaders, and teams improve their sales performance, management skills, and business development strategies.
Contact us today to learn how our sales coaching and leadership programs can help your team grow.
