Is Outbound Sales Prospecting Wearing You Down?

For decades sales people have relied on various “outbound sales prospecting” efforts to generate new leads and hunt for new business.  Such familiar methods are cold calling, door knocking, attending networking events, send cold emails, social media stocking, sending mailers and the list goes on and on.

While outbound sales prospecting efforts can be very effective, they also have their fair share of challenges such as:

  • Gatekeepers
  • Rejection
  • Unreturned phone calls or emails
  • Unqualified prospects
  • Fear of cold calling
  • Poor return on hours invested

It is no wonder why many sales people hate prospecting and struggle with meeting quota due to “prospecting burned out”.  While new business development is a critical part of every sales persons job description, some of the most successful sales people do not rely exclusively on outbound prospecting methods alone.  They rely on a combination of outbound and “inbound sales prospecting”.

What is Inbound Sales Prospecting?

Inbound Sales Prospecting is the process of establishing yourself as a “Thought Leader” in your industry.  When you are recognized by your prospects, customers and peers as an expert in your field your phone begins to ring more.  The objective of all inbound sales prospecting efforts is to get the phone ringing more.  Inbound sales prospecting leverages remarkable content and insights that you produce and relies on technology to help you spread that content to the people who want it.

But, But, But…

 “But I am not very computer savvy,” you say.  Or, “I am not a very good writer,” you might object.  Or, “I hate Facebook,” you reply.

I get it.  I understand.  Sales people are some of the busiest people on the planet and inbound sales prospecting may not be their thing.  The good news is, they don’t have to use it.  However, it is proving to make a huge difference for many sales organizations.

Let me share with you a quick experience I had just this last week.  My family and I attended a Holiday Parade of Lights in the downtown area of the city I live in.  While walking down the street I ran into a business owner I had not seen in many months.  After saying hello he said, “I see your stuff online and I have been meaning to call you.  My business is expanding and we could use some sales training.  Can we get together next week?”

BINGO!  This is music to every sales person’s ears.  He had seen my articles, videos, infographics, memes, etc and had recognized that I was an expert in my field.  He recognized that his company had needs and that I might be able to help him.  When he saw me at the event he was reminded that about asking me for help with sales training.  This is the essence of inbound sales prospecting

How Does Inbound Sales Prospecting Work?

Let me share with you four steps that you can use to grow your Thought Leadership and improve your inbound sales prospecting efforts.  Pay particular attention to the 12 “Bs” in each of the four steps.  They are standards and guidelines to follow.

  1. Create Content
    • Be remarkable: Produce something so good your prospects will share it
    • Be engaging: Create videos, articles, podcasts, infographics, slideshows, etc
    • Be consistent: Create content 2-3 times per week.
  2. Publish Content
    • Be public: Post the content to your website blog
    • Be relevant: Make sure to link to other pages on your website
    • Be converting: Make sure your content has a good call-to-action
  3. Promote Content
    • Be social: Post the blog link to all relevant social media channels
    • Be direct: Use email, text message, direct mail, paid search, etc.
    • Be channeled: Post the link in relevant social media groups you’re a member of.
  4. Amplify Content
    • Be read: Join and post your content to
    • Be tribal: Join and post your content to
    • Be found: join and post your content to

When Will My Phone Start Ringing?

Inbound Sales Prospecting is not hard but it does take some time and patience.  When I think of the return on investment that inbound sales prospecting has I am reminded of the Law of the Harvest.  The Law of the Harvest says you harvest in a different season than you plant.  If you will follow the 12 “Bs” that are listed above in the four steps you will see a great harvest of inbound sales leads and your phone will begin to ring before you know it.

Mastermind Coaching Call

If you and your sales team would like a deeper dive into these “Four Steps for Inbound Sales Prospecting” I invite you to join me on Tuesday, December 15th at 12:30 pm MDT for a special Mastermind Coaching Call.  During this call I will review these four steps in detail and give you examples of what works and what doesn’t work.  I will share with you tips you can use to help you create content and where to find good content.  I will share with you the traps to avoid and how to get the most from your inbound sales prospecting efforts.  You will have a chance to ask questions and get some real time coaching directly from me.

Register for the coaching call by emailing me directly at  I will reply with the conference call dial-in information.  There is no fee to participate.  Just RSVP by emailing me directly so I can have a head count.  I look forward to having you join us for our Mastermind Coaching Call!  See you there!


Terry Hansen is a popular speaker, consultant, trainer, and author on helping sales teams improve their ability to create value for their prospects and clients. He is regularly asked to train sales and management teams in strategies to find more prospects, close more sales, and increase customer loyalty through value creation strategies. You can connect with Terry on LinkedIn, or get more information by visiting or calling 844-205-5054.