How I Do Prospecting As a Tech Sales Professional

Sales is a number game. The more qualified leads you have, the more sales that happen. Sales prospecting is the initial phase in the sales process. To increase sales, you have to locate and contact potential clients. Then create interest and turn it into a sales meeting.

But how do you locate and contact these prospects? It’s important you know that else, there would be no one to create interest and sell to.

In this post, I’ll show you how I prospect for any SaaS B2B companies I work for. Imagine I work for Mosaic Tech, a Strategic Finance Platform for the entire business, providing real-time analytics and planning that get teams from data to decision — faster. 

Here’s How I Would Look For Prospects.

I’ll ask some crucial questions that will help me identify the potential buyer. This would be a combination of online research and most preferably, communicating with the sales and marketing team at the company.

The Four Crucial Questions To Ask Before Prospecting.

To know your potential buyers, you’ve to figure out who they are, their pain points, and how you can bring solutions to them. Remember that people don’t buy for logical reasons alone, so think about their illogical buying reasons too.

Questions to ask are:

What kind of company buys our product (size, maturity and industry)
What type of person buys our product (role, position, user demography)
What problem does this person likely have (pain points)
What is the value they will find in our products?

Using online research, I’ll answer these questions, and connect with the sales and marketing team to finetune it. I like to do the work first because I believe brainstorming sessions like that will require starting from something to something better, as opposed to nothing to something.

Using ChatGPT To Find Answers.

Now, I’ll head over to chatGPT and feed it as much information as I can. I’ll do that based on my research on the Mosaic Tech website.

Here’s the script I used:
“Act as a tech sales expert, study this information below. And type “Ask Questions” when you’re done studying it. Here’s the information to study:”

Then I’ll provide the info.

After that, I’ll feed it the second script, which is;
“Based on the information, you’ve read, answer the following questions:

• What kind of company buys our product (size, maturity and industry)
• What type of person buys our product (role, position, user demography)
• What problem does this person likely have (pain points)
• What is the value they will find in our products?”

Then you’ll get the response below:
“Based on the information provided, here are the answers to your questions:

What kind of company buys our product (size, maturity, and industry)?

Mosaic’s product, as a Strategic Finance Platform, is likely to appeal to a range of companies, particularly those with the following characteristics:

Size: Medium to large-sized companies with complex financial needs and structures.

Maturity: Companies at various stages of maturity, including established organizations seeking to modernize their finance operations.

Industry: The product can be adaptable to various industries since finance is a critical function across all sectors. However, it might have a stronger presence in industries with significant financial data requirements, such as finance, technology, or manufacturing.

What type of person buys our product (role, position, user demography)?

The typical buyer or user of Mosaic’s product is likely to be someone in a senior finance or leadership role. This could include:

Role: CFOs (Chief Financial Officers), Finance Directors, Financial Controllers, or other high-level finance executives.

Position: Senior leadership positions responsible for financial decision-making and strategic planning.

User Demography: Demographically, they are likely to be experienced finance professionals with a solid understanding of financial operations and data analysis.

What problem does this person likely have (pain points)?

The person buying or using Mosaic’s product is likely to face several pain points, including:

Limited Visibility: Difficulty in gaining real-time insights into financial data, leading to delayed or less informed decision-making.

Complex Data Management: Managing vast amounts of financial and operational data manually, resulting in time-consuming and error-prone processes.

Collaboration Challenges: Facing challenges in collaborating with internal and external stakeholders to align financial strategies.

Lack of Automation: Frustration with time-consuming, manual workflows, diverting focus from more strategic, revenue-generating tasks.

Risk of Errors: Concerns about errors and oversights in financial calculations and data.

What is the value they will find in our product?

The value proposition of Mosaic’s product lies in addressing the pain points mentioned above:

Real-time Insights: Provides real-time analytics and planning capabilities, enabling more informed and faster decision-making.

Efficient Data Management: Streamlines workflows and automates processes, freeing up time for strategic efforts.

Enhanced Collaboration: Democratizes information and facilitates collaboration with stakeholders, fostering alignment.

Error Reduction: Ensures trust in calculations, reducing the risk of financial errors and oversights.

Strategic Decision-Making: Empowers finance leaders to make more profitable decisions, ultimately driving the company’s financial success.

These benefits collectively enhance the efficiency and effectiveness of financial operations within an organization, making it an attractive solution for the target audience.”

Now that I have this goldmine of information, it’s safe to say that I can go to LinkedIn and start prospecting.

But then, when I find these professionals to prospect, what do I tell them?

This is why I’ll head back to ChatGPT to have an idea of how our conversation will be. Note that I’ll be super creative and personal with my emails, but I need a position to start very fast.

This time, here’s the script to use.

“Now I know that “the typical buyer or user of Mosaic’s product is likely to be someone in a senior finance or leadership role. This could include Role: CFOs (Chief Financial Officers), Finance Directors, Financial Controllers, or other high-level finance executives. Position: Senior leadership positions responsible for financial decision-making and strategic planning. User Demography: Demographically, they are likely to be experienced finance professionals with a solid understanding of financial operations and data analysis.”

I want to start prospecting these ICPs on LinkedIn, write 7 LinkedIn mail sequences to engage them.”

Then, you’ll get these emails. They are actually 3/10 by grading. But a very good place to start.

Here are they:

“Message Sequence 1: Introduction

Subject: Connecting to Transform Finance

Message:

Hi [First Name],

I hope this message finds you well. I came across your profile and noticed your impressive background in finance and leadership. I wanted to connect and discuss how our Strategic Finance Platform, Mosaic, is transforming the way CFOs and finance leaders operate. Would you be open to a conversation?

Best regards,

[Your Name]

Message Sequence 2: Value Proposition

Subject: Unlock Your Finance Potential with Mosaic

Message:

Hi [First Name],

In today’s dynamic financial landscape, it’s crucial to have the right tools for strategic decision-making. Mosaic is designed to empower finance leaders like you with real-time insights, automation, and collaboration capabilities. I’d love to show you how Mosaic can add tremendous value to your role. Are you open to exploring more?

Best regards,

[Your Name]

Message Sequence 3: Demonstrating Benefits

Subject: Experience the Power of Mosaic

Message:

Hi [First Name],

I’ve recently had the opportunity to share Mosaic with finance leaders, and the feedback has been outstanding. They’re benefiting from streamlined workflows, error reduction, and faster decision-making. Would you be interested in a brief demo to see how Mosaic can make an impact in your organization?

Best regards,

[Your Name]

Message Sequence 4: Sharing Success Stories

Subject: Real Results with Mosaic

Message:

Hi [First Name],

I thought you might be interested in hearing about how Mosaic has delivered real results for businesses like [Insert Company Name]. They saw [Insert Achieved Benefit]. I believe we can achieve similar success for your organization. Would you be open to discussing how?

Best regards,

[Your Name]

Message Sequence 5: Addressing Pain Points

Subject: Overcoming Finance Challenges

Message:

Hi [First Name],

I understand the challenges that finance leaders face, including manual data management and collaboration difficulties. Mosaic is designed to tackle these pain points head-on. I’d love to discuss how we can alleviate these challenges in your organization. Can we schedule a chat?

Best regards,

[Your Name]

Message Sequence 6: Offering a Consultation

Subject: A Tailored Solution for Your Finance Needs

Message:

Hi [First Name],

Your expertise in finance is truly impressive. I believe we can tailor Mosaic to address your specific finance needs. Would you be open to a brief consultation where we can explore how Mosaic can align with your strategic goals?

Best regards,

[Your Name]

Message Sequence 7: Follow-up and Persistence

Subject: Just Checking In

Message:

Hi [First Name],

I wanted to follow up on my previous messages. I understand your time is valuable, and I’d appreciate the opportunity to connect and explore how Mosaic can enhance your financial operations. If you have any questions or concerns, please feel free to reach out.

Best regards,

[Your Name]

Remember to personalize these messages with the recipient’s name and any relevant details to show genuine interest in their needs. Persistence, along with a thoughtful approach, can help you engage senior finance professionals effectively on LinkedIn.”

Now it’s time to head to LinkedIn and start prospecting.

In broad view, this is my ICP again:

The typical buyer or user of Mosaic’s product is likely to be someone in a senior finance or leadership role. This could include:

Role: CFOs (Chief Financial Officers), Finance Directors, Financial Controllers, or other high-level finance executives.

Position: Senior leadership positions responsible for financial decision-making and strategic planning.

User Demography: Demographically, they are likely to be experienced finance professionals with a solid understanding of financial operations and data analysis.

I’ll start by looking for Chief Financial Officers.

I’ll type Chief Financial Officer in the search bar.

Then, Click on People >>> All Filters 

Then, I will select the checklist as it suits the demography.

Tada. Now I have the prospects list on LinkedIn.

Now, I will start messaging them.

Remember I graded the emails as 3/10?

Here’s the 10/10 version of the first email.

“Message Sequence 1: Introduction

Subject: Connecting to Transform Finance

Message:

Hi Julie,

I hope this message finds you well. I came across your profile and noticed your impressive background in finance and leadership. I wanted to connect and discuss how our Strategic Finance Platform, Mosaic, is transforming the way CFOs and finance leaders operate. Would you be open to a conversation?

Best regards,

Sodiq.

You’ll notice the email is short and sharp. No links, no attachments. 

That’s the way to go.

This article is long already.

I’ll go over email prospecting in another article.

Your Thoughts?

How do you think I can add to my prospecting tactics?