Integrity Prospecting®
🚀
Improve Sales Productivity & Performance
Focus on the 4 Elements of Successful
Prospecting
Improve sales prospecting productivity and performance through a
focus on the 4 elements of successful prospecting:
-
Mindset:
How sales reps view prospecting and their ability to be
successful
-
Targets:
Identifying ideal sales prospects and potential sources
-
Cadence:
Having a disciplined, focused and creative approach of
contacting people
-
Messaging:
Delivering a compelling, conversational and authentic message
Integrity
Prospecting® is about more than
activity—it’s about
precision and
purpose. Success comes from
targeting the right people, in the right accounts, and having the
right conversations.
🔑
The 4 Elements of Prospecting Excellence
1. Shift from Selling to Solving
- Position yourself as a problem-solver,
not a product-pusher
- Lead with insights that connect directly
to customer pain points
2. Personalization That Matters
- Move beyond generic outreach—show you
understand their business
- Use persona-driven messaging that
resonates with decision-makers
3. Concise & Compelling Messaging
- Craft messages that are short, clear,
and value-driven
- Focus on outcomes, not features
4. Leverage Social Selling Resources
- Use LinkedIn and other platforms
strategically to spark conversations
- Build credibility through thought
leadership and consistent engagement
⚡
What Makes Integrity Prospecting® So
Valuable?
- Reps will commit more time more
consistently
- A disciplined model to follow
- Shift mindsets to knowing there are so
many customers out there that need what you can solve
- Shift from selling to networking and
problem-solving
- Improve the how-to’s of creating
concise, compelling messages that keep focus on customer
challenges
- Laser focus on the right people, right
accounts, and right conversations
- Don’t ‘check a box’ when it comes to
making sales prospecting calls. Understand your unique value.
Focus on outcomes. And have meaningful conversations that
customers will appreciate.
⚠️
Pitfalls to Avoid
- Chasing volume over quality
- Over-reliance on scripts without
personalization
- Neglecting follow-up cadences and
accountability
“Sales organizations are struggling to fill their funnels and need to
expand their list of prospective customers. We’ve found that this is
not just an issue of process or skill or will; it’s all of these
things. Integrity Prospecting addresses the roots of the problem —
lack of goal clarity, call reluctance, ‘hiding behind emails and other
negative behaviors — to shift mindsets about the salesperson’s role
from cold caller to problem solver and networker. It also provides the
disciplined model, tools and accountability they need to use their
time more productively and make immediate headway.”
-Mike
Esterday, CEO, Integrity Solutions
✅
Time to Take Action?
Ready to
prospect with purpose? Let’s talk
about enabling your team with Integrity Prospecting®.
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