The two halves of prospecting
Prospecting is research and then conversation. Research means finding companies that fit, the right person at each, and a reason to reach out now. Conversation means the first message, the follow-ups, the calls and the judgment about who is worth more time.
What a sales development rep brings
- Phone calls and live conversations
- Judgment in the moment and relationships over time
- Follow-up that adapts to each reply
The costs to count: salary or hourly pay, benefits and payroll taxes, tools and data subscriptions, recruiting, and the months it takes a new rep to learn your market.
What an AI prospecting teammate brings
- A short list every week of companies that fit, with the person to contact and the source
- A reason to reach out now, such as a new office, a permit or a leadership change
- A first line drafted in your voice
It does not call anyone or send anything. You or your team decide who to contact and send every message.
How to choose
- If you have plenty of names but nobody to call them, hire a person.
- If you have time for conversations but never get to the research, start with an AI teammate.
- If you are not sure, start with the research for a month and see how many conversations it creates.
Written by Johnny Hartsfield, coach at Elevate Strategies, with Leada, AI prospecting teammate.
Try Leada on one job this week. Start free for 30 days.