Can Sales Prospecting Be Automated? 3 Steps to Getting More Leads In Less Time

We found this great article from Sales Hacker! It develops the recipe for better sales prospecting, which could be quite repetitive, and it explains how process can be automated. Thanks to this article, you will find few tips to save time and money!



“Have you studied how long it takes your SDRs and AEs to find relevant people to contact as target customers? Do you know the ratio of time spent “finding new leads” to actually reaching out and engaging them? Do you need a process for better sales prospecting that will save your team hundreds of hours by avoiding manual grunt work?

If you’re like us a year ago – you recognize that the process of sales prospecting can eat up more than 50% of your outbound reps’ time, and is generally a slow-moving and frustrating task.

To help our reps spend more time doing what they’re best at (actually selling), we decided to experiment with simplified prospecting, and settled on the following workflow:


The Recipe for Better Sales Prospecting

  • Create a concept for a group of companies.

    • eg: Fortune 500 industrials, companies hiring Software Engineers in Chicago, companies that recently raised $10M+

  • Build a list of those companies – with their web domain.

    • Hint: you can pay an upworker to do this!

  • Run that list of companies through a prospecting tool – Such as Clearbit, Zenprospect, or Lead Genius to identify the right prospects.

How We Found Hundreds of Prospects in 2 Hours


Ok, so what does this actually look like? How many targeted, ICP leads can we find in 2 hours of work? Here’s a recent example.

  • Exec Trip to Chicago – June 2017

The Concept: In this case, we wanted to find appropriate people for our execs to meet with while in Chicago for a customer visit. Most of our existing customers in Illinois are retail or technology companies with more than 500 employees – so I used those as parameters for my list.

The Companies: I post an Upwork job saying “generate a list of retail and technology companies in Chicago with more than 500 employees”, and have someone return ~200 company names + domains. In this case, they typically return the list within 24 hours for less than $13 total.

The Prospects: Now’s the fun part – I fire up Google Sheets and upload my CSV of domains, then run the “Clearbit Sheets” extension (where I can indicate what titles I’m interested in) to find the actual prospects I want to talk to.

The result of that is a sheet like this, with hundreds of names, titles, and email addresses.”


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