Agile vs. Waterfall Prospecting: Which is Better for your Business

AGILE VS. WATERFALL PROSPECTING Prospecting new business can make the difference between a truly successful sales organization and one that struggles significantly. Let's explore two prospecting techniques, and discover which delivers more value to your sales team: INSINCERE Impersonal emails and very few phone calls with no defined outreach strategy. INACCURATE Information becomes stale as prospects change jobs and titles, but isn't updated by third parties. SPAMMY Blasts entire lists, hoping that just a few prospects will respond. The rest fall through the cracks. WATERFALL SIZE Waterfall prospecting uses third party vendors to find large lists and blast them all at once. ACCURACY UPDATABILITY While waterfall prospecting gives you lots of data at one time, much of it is inacurate and out of date. The alternative? TARGETED ACCURATE Prospect specific geographies, job titles, or companies. Build lists from personally updated social profiles, not out-of-date third parties. RHYTHMIC SINCERE Develop a rhythm and cadence of outreach for the smaller chunks you have prospected. Personalize conversations based on information from social profiles for more responses. AGILE SIZE Agile prospecting focuses on honing outreach to a smaller list of leads, as you find them. ACCURACY UPDATABILITY By reaching out in a sincere, rhythmic manner, agile prospecting maximizes responses. To put it in perspective, let's look at a comparison. Agile Waterfall Q888 Prospects Created Emails Sent Phone Calls Made Opportunities Created With a significantly smaller initial list of prospects, agile prospecting uses a blend of phone and email to generate TWICE as many opportunites. Don't bite off more than you can chew. Maximize your prospecting efforts by using agile prospecting to get more responses, schedule more demos, and close more deals. SalesLoft