You're venturing into a new industry for prospecting. How can you make the most of your limited experience?

Some things I have found very helpful is leveraging my colleagues knowledge. By asking if anyone worked on similar projects, afterwards I research for industry trends and expert article to gain insights on the industry. With the advent of AI, I utilize by asking it to prompt me to sources of it answer to get more knowledge.

Learn, learn, learn, and stay curious. Start by following and subscribing to key newsletters and influencers in your new field. Add people on LinkedIn as you meet them. You'll start picking up on new ideas and terms that you can research to better understand your new field. Stay curious and keep learning.

Think like a salesperson from day 1. Take a look at your existing customer base: -How are they structured? -Which industry do they belong to? -Who was the decision maker who owned the conversation? -What tools were they already using? -Why did they need a solution like yours? Backtrack the qualified opportunities to the initial conversation: -What messaging made the prospect respond? what channels were involved? -What were the objections, and how were they handled? It should be easy to do if have tools like Outplay, HubSpot and Salesforce at your disposal. Voila! Now you know and understand your ICP better. Action: Start looking for similar accounts, industry and decision-makers. And then replicate, improvise, overcome.

1. Identify Your Sweet Spot: Not every segment of the industry will be a good fit. Focus on a specific niche where your existing skills and experience can add value. 2. Build Relationships: Networking is key. Attend industry events, connect with people on LinkedIn, and join online communities. Relationships can open doors and provide valuable insights. 3. Learn rom the Pros: Study successful companies in the industry. Understand their strategies, target market, and messaging. You can learn a lot by observing what works for others.

Be honest and ask lots of questions. People love talking about their industry. Get them to educate you. There is no shame in not knowing everything. By asking your prospect to explain what they do and you showing a real interest. You are building rapport and trust. Everything me wants to be heard so let your prospects educate you. I have physically cold called some amazing companies that I didn't have a clue what they did. Its all part of the experience. Go out to learn not to preach.

Despite limited industry experience, leveraging past skills and successes can enhance prospecting efforts. Reflect on past roles and identify transferable skills like relationship building, analytical market research, or related field expertise. These attributes can give you an edge in conversations with potential clients.

First perform the initial research of the main issues in the target industry. Second, make a list of prospects that best fit your new ICP. Next, start cold calling them in order to test your hypothesis about the issues relevant to that industry. These conversations with live people will be a much needed practical step to better understand the industry as a whole and their individual needs and challenges! Finally, draft a compelling message and approach based on the CONFIRMED, not ASSUMED problems. Have in mind that the market is ever changing, so you need to stay flexible and adjust accordingly.

Identify transferable experiences or skills. There will always be some. It may help to draw yourself a visual map linking your old job to your new one. If really stuck for similarities, draw on your sales experience in general, ie. speaking with clients, networking with new people, and offering solutions.

Quando falamos de Vendas é fundamental entender que toda bagagem, experiência e indicadores devem ser relevados. Vender essencialmente é relacionamento, como tudo na vida. Lidamos com pessoas e quando de fato as conhecemos, a mesma experiência emocional de vender caneta na faculdade ou brigadeiro para pagar a mensalidade, será quando for fechar um contrato milionário. Obviamente que as ferramentas e serviços são diferentes, só que os seres humanos não. A mãe da prospecção chama-se interação.

Busque os pontos negativos e positivos. Prospecte aqueles clientes que tenha sinergia com seu modelo de negócio, mas você só vai conhecer melhor por meio de reuniões.

Building a robust network is crucial for effective sales prospecting, especially in new industries. Attending industry events, joining online forums, and connecting with influencers can provide valuable insights and introductions, opening doors to potential leads that might not have been discovered otherwise.

O networking é uma peça fundamental do quebra cabeças a ser montado. Boas conexões te possibilitam estar no local certo e no momento certo para o êxito nas ações. Boas conexões trazem bons ventos, ventos que vão impulsionar sua estratégia. Ponto importante, mesmo com um networking ativo a estratégia é uma peça importante para a conclusão dos objetivos.

Procure sempre participar de eventos, fóruns e buscar pessoas influentes. O melhor canal para encontrar pessoas e fazer Networking é o Linkedin, por lá você consegue conexões importantes e ter facilidade na hora de prospectar.

Networking vai te abrir portas que talvez o seu diploma nao abre, então saber equilibrar isso e muito importante pois não vai conseguir alcançar resultados acima da media sem isso

Networking becomes even more critical when you’re breaking into a new industry. Actively seek out industry-specific events, forums, and LinkedIn groups where you can connect with professionals who have experience in the field. These connections can provide valuable insights, introductions, and even mentorship. Don’t hesitate to reach out and ask for advice or feedback. Building a strong network will not only boost your industry knowledge but also increase your visibility and opportunities within this new market.

1. Analyse des besoins du marché : Identifiez les problèmes spécifiques auxquels les prospects sont confrontés et comment votre solution les résout efficacement. 2. Positionnement clair : Mettez en avant les aspects uniques de votre produit/service qui se démarquent de la concurrence. 3. Communication concise : Articulez clairement les avantages de votre offre dans un message simple et convaincant. 4. Adaptation continue : Ajustez votre proposition de valeur en fonction des retours des prospects pour améliorer son impact. 5. Preuves concrètes : Utilisez des études de cas ou des témoignages pour renforcer la crédibilité de votre proposition.

Engenharia de valor e algo que faz voce alcançar voos mais altos, por que voce deixa de falar de custo de aquisição do seu produto e começa a falar sobre o quanto seu produto irar beneficiar seu cliente.

Crafting a compelling value proposition is crucial when entering a new industry. Focus on the unique benefits your product or service brings, and how it addresses the specific needs of your new audience. Be clear about what sets you apart from competitors, and ensure your messaging resonates with the challenges and goals of your prospects. A well-defined value proposition that speaks directly to the industry’s pain points can make a powerful impression, even if you're new to the field.

Uma proposta de valor eficaz é aquela que resolve diretamente o problema do cliente. Para elaborá-la, é fundamental conhecer profundamente a dor do cliente, buscar soluções que demonstrem genuína preocupação com suas necessidades e manter uma comunicação clara e objetiva. A transparência e a sinceridade são essenciais nesse processo, pois geram confiança e garantem que o cliente perceba o real valor da proposta.

O cliente não procura produtos! Procura soluções, procura prazer, eliminação de dores e intranquilidades. O preço é mais uma variável como o tamanho ou a cor. O que realmente deseja é que tenha qualidade, lhe solucione a sua questão e que tenha um Valor que consiga pagar. Apresente-lhe a solução numa frase e terá um ouvinte para a sua proposta.

Focus on mastering a specialized niche within the industry by identifying a specific area with less competition or emerging trends. Becoming an expert in this small segment allows you to offer targeted insights and solutions, making it easier to build credibility and establish yourself as a go-to resource. Leverage your outsider perspective by bringing fresh insights or approaches from other industries. Asking questions that insiders may not consider or applying strategies from different fields can highlight your innovative thinking, positioning you as someone who adds unique value and fosters creative problem-solving.

Approach your entry into the new industry with a strategic mindset. Start by identifying a niche or segment within the industry where your offering can make the most impact. Develop a tailored outreach plan that targets key decision-makers in this segment. Monitor your progress closely, gather feedback, and be ready to pivot your approach based on what you learn. By being methodical and adaptable, you can overcome the challenges of limited experience and establish yourself as a credible player in the new industry.

Para una prospección efectiva, es crucial tener objetivos claros y entender el propósito detrás de cada acción, ya sea promover contenidos, generar reuniones, presentar tecnología o proponer alianzas. Utilizar herramientas de CRM es fundamental, ya que te permiten seguir el recorrido de cada lead a través de los canales y adaptar tu mensaje en el momento adecuado, asegurando que tu enfoque se ajuste a las necesidades del prospecto y generes oportunidades específicas para tu empresa.

Possuir uma lista de inegociáveis, ajuda a Qualificar mas principalmente Desqualificar os clientes com quem não queremos trabalhar. É impossível trabalhar apenas com 20% dos clientes mas são esses que nos ocupam menos, com menor esforço e melhores resultados. Tenha um plano para trabalhar progressivamente 2% mais dos restantes clientes e assim construir os resultados pretendidos.

Continued learning has always been top of mind for me. My favorite way to learn is from 30 MPC podcast episodes. I’ve built my cold calling framework from their episodes and are using their framework to learn AE skills like discovery etc.

Continuous learning is indeed crucial, not just in sales prospecting, but in every aspect of life. As a sales veteran, mindfulness coach, and wellness professional, I’ve seen firsthand how staying informed and adaptable can transform not just professional outcomes, but personal well-being too. By integrating mindfulness practices like Primordial Sound Meditation into your daily routine, you enhance your ability to absorb new information, stay focused, and position yourself as a true resource for your clients. It’s all about balancing the mind, body, and spirit to keep growing and succeeding.

Connect. Connect with the Industry. Connect with the Prospect Stream. Connect with the Prospects. And Enjoy Enjoy the Industry, Enjoy the process of finding prospect streams and most importantly Enjoy your Prospects. Connect. Enjoy. Be Invested!

Adotar a postura de aprendiz contínuo ao ingressar em um novo segmento é crucial para o sucesso. Essa atitude permite absorver conhecimentos de forma rápida e eficaz, transformando o aprendizado constante em expertise. Quem se dedica a aprender com humildade e curiosidade não apenas conhece o setor, mas se torna um verdadeiro expert, capaz de inovar e liderar com propriedade.

Staying on top of industry trends has been invaluable for enhancing my sales skills. One effective strategy I use is closely monitoring competitor activities. By tracking new product launches and upcoming events they are participating in, I can better position my own offerings and provide more insightful support during sales calls. Understanding the competitive landscape allows you to sharpen your approach and stay ahead in the market!