The LinkedIn Edge

7Prospecting Sequences

You've established your ICP. You've built targeted lists. Now it's time for the hard part. The moment of truth. You must connect with these prospects through outbound prospecting, engage them in conversations, and convert them into pipeline opportunities, fast.

The problem is that we live in a noisy world in which those same prospects are being inundated with prospecting messages from dozens of other salespeople who are also attempting to get their attention. So if you don't stand out, you lose.

But I doubt we're telling you anything that you don't already know. It's freaking hard to get attention, and it is not getting easier. There are days when it feels like you could be jumping up and down in front of your prospect in a pink bunny suit while throwing hundred dollar bills in the air and they'd still ignore you.

The Sledgehammer Approach Is Dead

One of the key reasons so many salespeople fail to break through is that their entire outreach cadence is pounding away at prospects through a single communication channel—typically a series of automated emails sent through a sales engagement platform like Outreach or SalesLoft.

Sadly, this sledgehammer approach just doesn't work anymore. Recent data reveals that salespeople are sending as much as eight times more emails today than they did five years ago and getting just a tenth of the results.

A big reason prospects are tuning out is that AI‐powered sales automation tools have scaled email prospecting activity ...