5 common sales prospecting strategy mistakes

We already told you about the best sales prospecting strategies to adopt. Do you have effective communication strategies in place, but you can’t attract new prospects? Maybe you are doing something wrong, so check to see if you are doing one of the five most common sales prospecting strategy mistakes. They can be fatal to your sales prospecting.

To succeed in your lead generation campaign, avoid :

  • forgetting to define the target during a sales prospecting strategy development;
  • neglect the sales prospecting plan;
  • propose a standardized offer during the business prospecting;
  • trying to sell at all costs during a sales business campaign;
  • Settling for one distribution channel to launch a business prospecting campaign.


Mistake N°1: Forgetting to define the target during a sales prospecting strategy development

The definition of the target is a crucial step in any sales prospecting strategy. It consists in sorting out the customers in order to focus on those who can present an interest in your offer.

Many companies try to launch a lead gen campaign without having defined a target audience. This is the first and maybe worst mistake for your sales prospecting strategy. You will waste time and money because you are not addressing your message to a specific audience – the one that can buy it. Therefore, you will not convert leads into qualified prospects.

Our advice? Stand out from the crowd by defining your persona in great detail (age, education, fears, motivations, purpose, tools used, location, relationship with hierarchy, etc.). You can find great examples on the Kaspr Blog but also on internet.
Probably the most common sales prospecting mistake, not defining your target will be a problem later if you don’t do it now.

Mistakes sales prosepcting


Mistake N°2: Neglecting the sales prospecting plan

The success of a business prospecting depends on its preparation beforehand. The second sales prospecting strategy mistake we will talk about is neglecting your prospecting plan. Firstly, you spend time developing your personas and your strategy in great detail – so you need to put it in place.
It requires the establishment of a sales prospecting plan that meets the needs of the targets. This step consists in defining :

  • The objectives of the sales prospecting campaign: the company can set up marketing strategies to generate leads. These strategies are designed to prioritize the conversion of prospects into customers or the development of customer loyalty.
  • Techniques to adopt: the methods to adopt depend on the objectives set by the company. It is recommended to define in advance the prospecting tool to be used, to establish the editorial planning and to choose the communication strategy best adapted to the target audience.

Without a defined sales prospecting plan, don’t be surprised if you fail to collect contacts during your lead generation process.

You get it. It’s important.


Mistake N°3: Providing a standardized offer during a sales prospecting campaign

Any content written for a business prospecting campaign should always be relevant to a defined audience. Address your message directly to your readers, if they can feel that the message is personally addressed to them, it’s half the battle already. A common mistake made by communication managers is to forget that every lead is different. Every prospect also has his or her own particular problems and needs. Again, this is why, defining your target and personas is very important.

Adapt your content to the expectations of your targets so that they understand that you are offering them a personalized and customized service. This technique will allow you to score a point and get or stay ahead of your competitors.

Using a LinkedIn prospecting automation tool like Kaspr is essential to generating leads. Simply customize your message to convert leads into qualified prospects quickly. This application can indeed facilitate the outbound marketing process. It is also possible to use it to develop your outbound recruiting strategy.


Mistake N°4: Wanting to sell during the whole sales prospecting process

Boasting about a product, its features and its ability to solve a problem is one of the mistakes you should avoid when prospecting. Of course, you may succeed in arousing the curiosity of your interlocutor. However, you risk disappointing them in the end.

You have to be confident, but subtle. Listen to your prospect, understand their needs before talking about the solution you offer. You’ll see, it makes all the difference. The mistake not to make in your sales prospecting strategy is to talk for 5 minutes non-stop about your company and your product. You have to breathe and let the prospect express himself, otherwise it’s lost in advance.

Outbound marketing techniques are used to attract customers. Nevertheless, you have to think about convincing them without trying to boast about the offers you are proposing. Present your products or services by highlighting your company. This way of communicating favors a gain of confidence from your potential customers.


Mistake N°5: Be satisfied with a broadcasting channel during a business prospecting

Being active on a social network allows you to generate traffic, provided you do it right. On the other hand, using only one channel for sales prospecting limits the opportunities to increase the number of qualified leads. You have to be in the right place, where your prospects are.

Your future customers may spend time on Facebook, Instagram or LinkedIn. Because of this, focus on the most popular platforms. Multi-channel prospecting proves to be an effective solution to develop new customer acquisition strategies.


The objective of sales prospecting is not to force the hand of the customers. Put them at the center of your concerns, and propose solutions to their problems in order to gain their trust. In order to convert prospects into customers, don’t just develop several digital marketing strategies, also think about avoiding the most common sales prospecting strategy mistakes. Now you have all the cards in hand to succeed in your lead generation campaign!

There is many sales prospecting strategies that you can implement to scale your business! Check out what is Account Based Marketing and how it can help you meet your customers’ needs.

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