- Last updated July 23, 2023
Table of Contents
Defining Sales Prospecting
It is about finding prospects who need your products and turning them into customers. If you need to build a B2B customer profile to help identify your prospects, check out our 4 Step Guide to a B2B Ideal Customer Profile.
Here are a few methods you can use to prospect for SaaS companies:
- cold calling
- SMS Messages
Here are 4 Steps To Do SaaS Sales Prospecting The Right Way
1. Research Your Prospect To Determine Proper Fit
Look into LinkedIn Groups that relate to your product. Ex. If you have developed a manufacturing software, search groups that share information about manufacturing trends, events, news, etc.

2. Prioritize Your Prospects
TIP: Prioritize your prospects based on these key four indicators:

- Budget: Is there a price fit? Do the prospects have the budget to buy your product? What is the perceived value of your product?
- Authority: Are you targeting the right audience? Are you trying to reach the right decision-makers in the right market?
- Need: Does your product fit the potential buyer? Do they require this product?
- Timeframe: How much time will the prospect have to make the purchase? When are they looking to solve their problem? Is the prospect considering buying another product?
You can learn more about these indicators and additional ones to consider for your B2B sales process by clicking here.
3. Personalize Your Pitch For Each Campaign
Group A: Companies hiring for a Salesforce role in the health tech industry.
Group B: SaaS companies hiring for a People & Culture role.
Group C: Industrial manufacturing companies hiring for a Digital Transformation role.
If you want to learn more about different sales pitches, here are some examples of LinkedIn Connect Messages That Convert.
Consider these tips when reaching out to prospects for the first time:
- Personalize your message by identifying your prospect’s problem and providing an accurate solution.
- Show a genuine interest in solving their problem by asking what their needs are.
- Speak your prospect’s language to ensure they understand your product’s value.
- Share a few product reviews or client testimonials as proof of why your product is a great fit for them.
- Keep the conversation as natural as possible.
KEEP IN MIND: SaaS prospecting should never sound like you are selling something. It’s about creating a mutually beneficial relationship between your business and the prospects.
4. Identify The Rights And Wrongs In Your SaaS Prospecting Process
If you want to know which metrics to track in your prospecting process, check out this guide on SaaS Sales Metrics to Measure.
As you move through the prospecting process, you might find yourself engaging with prospects in two ways: outbound prospecting and inbound prospecting.
Outbound vs Inbound Prospecting

Why Is SaaS Prospecting So Important?
HubSpot has found out that more than 7 out of 10 buyers want to hear from salespeople early in the buying process, making it more likely for them to respond.
HubSpot also states that 82% of buyers accept meetings when a salesperson reaches out to them first.
However, if you need to dedicate your efforts to other parts of your business, you can book a call with us and let our experienced sales team do the prospecting for you.

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