Sales Reps

Prospecting is the part of sales most reps would happily outsource, avoid, or procrastinate on if given the chance. And the data backs that up.

In our most recent research, 60% of reps say prospecting is the hardest part of the sales cycle. No wonder pipelines feel harder to build than ever.

But here’s the catch.

Prospecting might be uncomfortable, time-consuming, and frustrating, yet it’s still the single biggest driver of pipeline. 

No prospecting means no conversations.
No conversations means no meetings.
No meetings mean no deals.
And no deals means a very awkward forecast meeting.

What makes this even more painful is that most sellers are putting in the time. They’re just spending it in the wrong places.

Our data shows reps spend the majority of their prospecting effort on email, social (hello LinkedIn), and texting because it feels safer and easier. Less rejection. Fewer awkward moments. More boxes checked.

But when you look at the meetings that actually get booked and the deals that actually close, the story flips.

The phone consistently ranks as the most effective channel. Leaders see this gap clearly too. Nearly 40% of sales leaders say they wish their reps would pick up the phone more.

And buyers? They’re not nearly as anti-phone as sellers think.
82% of buyers say they’ve accepted meetings after multiple cold calls, and 74% say they choose the seller who is first to add value.

In other words, prospecting isn’t broken. The way most sellers are taught to do it is.

Prospecting isn’t about grinding longer hours, blasting more messages, or hoping something sticks. It’s about prepping smarter, planning your day, and knowing exactly what to say and why before you ever pick up the phone.

Why Prospecting Feels So Hard Right Now (And Why You Still Can’t Skip It)

Selling today is loud.

Buyer inboxes are flooded. Spam filters are smarter. LinkedIn DMs are packed with copy-and-paste messages. AI has made it easier than ever to send more outreach, which means buyers are spending more time ignoring it.

At the same time, buyers are busy. Internal meetings. Budget reviews. Tool fatigue. Decision fatigue. Even when interest exists, attention is scarce.

Sellers feel this every day. In our research, reps are not asking for more pressure or more meetings. They want tools that make their job easier and training that helps them say the right thing. Managers feel the strain too. Burnout is real.

So yes, prospecting feels harder than it used to.

But here’s the part that hasn’t changed. You still can’t skip it.

Prospecting is how pipeline starts. It is how conversations begin. It is how deals enter the funnel instead of magically appearing halfway through it. What has changed is that the old spray-and-pray approach does not survive in this environment.

More emails will not fix it.
More automation will not fix it.
And “just try harder” definitely will not fix it.

Modern prospecting requires intention. Knowing who you are calling, why you are calling them, and what you are trying to accomplish in that moment. Not jumping straight to a pitch. Not forcing a meeting ask before you have earned it.

The answer is not more activity. It is better preparation.

The Real Goal of Prospecting (And Why Most Sellers Get It Wrong)

Most sellers go into prospecting with one goal in mind. Book the meeting.

On the surface, that makes sense. Meetings lead to opportunities. Opportunities lead to deals. Deals make quota feel slightly less awful.

But this mindset is where prospecting starts to break down.

When sellers treat every call, email, or voicemail like it has to end in a meeting, messages get heavy fast. Value props show up too early. Case studies sneak into voicemails. Discovery questions get asked before a buyer has even agreed to talk. Outreach starts sounding like a pitch instead of an invitation.

It also makes rejection feel personal. When the goal is “get the meeting,” anything short of a yes feels like failure. That wears people down quickly, especially when most prospecting attempts will not convert on the first touch.

Here’s the shift.

The goal of prospecting is not to book the meeting.
The goal is to start the conversation.

You cannot get home if you cannot get on first.

Prospecting works when you break it into smaller, more realistic goals.

• Get their attention
• Get a response
• Get them talking

Once someone replies, calls you back, or engages, you have earned the right to sell. Not before.

This is why shorter messages work better than longer ones. Why curiosity beats credibility early. And why sellers who focus on engagement instead of pitching consistently build more pipeline with less effort.

Prospecting is not about forcing an outcome. It is about opening the door.

Prospecting Emails, Voicemails, and Call Intros Are Not the Time to Sell

This is where a lot of sellers lose momentum before they ever get started.

Early outreach is not the place to pitch. It is not the place for your value prop, your customer logos, your case studies, or your discovery questions. When sellers try to sell too early, buyers do exactly what you would do. They scan, decide “no,” and move on.

The purpose of early outreach is simple.

Get noticed. Get a response. Start a conversation.

That is it.

When sellers treat prospecting like a mini sales presentation, messages get long, tone gets salesy, and response rates drop fast. Shorter, lighter, more human outreach consistently works better because it respects the buyer’s time and attention.

Think engagement first. Selling comes later.

Speed Wins. Shorter Messages Work Better.

One of the biggest prospecting myths is that more preparation always equals better results. In reality, over-preparing often slows sellers down and keeps them stuck in research mode instead of having real conversations.

Speed matters in prospecting.

Shorter messages are easier to listen to, read, and respond to. Buyers are far more likely to engage with something that feels quick and low effort than something that feels like homework.

This applies across every channel:

• Short call intros beat long explanations
• Short voicemails beat detailed messages
• Short emails beat value prop dumps

Your job is not to explain everything. Your job is to earn the next step.

Phone Still Works. You Just Need Support from Other Channels.

Despite how uncomfortable it feels, the phone continues to outperform every other channel when it comes to booking meetings and closing deals.

That does not mean email, LinkedIn, or text are useless. They matter. They support the phone. They reinforce familiarity. They help warm things up.

But they work best when they are part of a plan, not the plan.

The strongest prospecting strategies use multiple channels together, with the phone leading the way and digital channels supporting it.

How to Prep Before You Ever Start Prospecting

Good prospecting starts before the first dial. The goal is not to research everything. It is to prepare just enough so you can move quickly and stay consistent.

When Should You Call

Timing matters more than most sellers think. You don’t need to guess or test endlessly. Patterns are pretty consistent.

• Best days to call: Tuesday, Wednesday, and Thursday
• Best times to call: 8–9am and 4–6pm (local time)
• Reaching executives: Before 8:30am and after 5pm
• Sneaky underrated window: Friday late afternoon

Calling at the right time doesn’t guarantee a conversation, but calling at the wrong time almost guarantees you won’t get one.

What You Need Ready Before You Call

• A clear call goal
• A short, practiced call intro
• One rapport builder
• A simple value hook
• A voicemail plan if they do not answer

That is it.

You do not need pricing.
You do not need a case study.
You do not need their full job history.

Less is more.

DOWNLOAD: How to Plan for Prospecting

Group Your Leads to Save Time

Prospecting gets dramatically easier when you stop treating every lead like a brand-new project.

Common ways to group leads include:

• CRM history or past activity
• Trigger events
• Role, industry, or company size
• Location or territory
• Social or personal connection

Grouping leads allows you to stay focused, consistent, and fast.

Group Your Research Too

You do not need to reinvent your prep for every single person.

Group your research around:

• Call goals
• Qualifying questions
• SWIIFT intros
• Voicemail types

What should be personalized every time is the rapport builder. Everything else can be reused and refined.

READ: What Is the SWIIFT℠ Selling Methodology?

Never Prepare Twice

Future you will thank present you for taking better notes.

Capture:

• Which group the lead is in
• Which value hook you used
• The rapport builder
• Your call goal
• The type of voicemail you left

This keeps follow-up clean, relevant, and efficient.

Why Voicemails Matter More Than You Think

If you are calling and not leaving voicemails, you are doing extra work for nothing.

Voicemails are touches. Touches create familiarity. Familiarity drives responses.

The most effective voicemails typically fall into one of these categories:

• Urgency
• Mystery
• Value
• Leverage

You do not need to explain everything. You just need to give them a reason to call you back.

What to Do When They Pick Up

When a buyer answers, the goal does not change.

Do not pitch. Engage them.

WATCH: Why You Need To Stop Pitching & Lead With Value Instead

The strongest conversations follow a simple flow:

• Show appreciation for their time
• Use a light rapport builder
• Share a clear SWIIFT-style goal
• Offer a pain reliever
• Add a credibility booster if needed
• Ask for a low-pressure next step

Selling happens after the response, not before it.

Prospecting Is a Skill, Not a Personality Trait

Prospecting feels hard because most sellers were never taught how to do it well. They were taught to grind, push through rejection, and figure it out on their own.

There is a better way.

Prospecting works when sellers prep smarter, plan their day, and focus on conversations instead of outcomes. When done right, it takes less time, creates better engagement, and builds healthier pipeline.

Prospecting is not broken.
It just needs to be done differently.

And when it is, everything downstream gets easier.