Boost your sales success with these ten practical tips for effective prospecting and keeping your momentum going.
It’s not just about making calls—it’s about cultivating the right mindset and applying consistent strategies. In this blog, I’ll dive into 10 actionable strategies to help you build momentum and achieve better results in your prospecting efforts.
1. Have a Goal
Having clear, achievable goals is essential for staying on track and measuring progress in your prospecting. Whether it’s the number of calls, emails, or meetings you aim to achieve in a day, setting goals helps keep your focus sharp.
Make sure your goals are realistic, as hitting smaller, achievable targets can generate positive momentum that propels you forward.
2. Make It Easy to Win
It may seem counterintuitive, but setting smaller, easier targets can actually help you build momentum faster. When you make your goals easier to hit, you create a sense of accomplishment and boost your confidence.
For example, if your target is to make just five phone calls and you hit that target, you’re more likely to make even more calls, resulting in positive reinforcement and momentum.
3. Leverage Existing Customers
Your existing customers can be an invaluable resource in creating momentum. Not only are they more likely to buy more from you, but they can also refer you to new prospects or provide helpful feedback.
Reconnecting with happy clients helps reinforce your credibility and energy. For instance, when I reached out to a client from six months ago, the positive response provided an instant boost to my momentum.
–> Read these 5 Follow-Up Techniques You Need to Know.
4. Engage with Partners/Peers
Creating momentum doesn’t always mean talking directly to prospects. Engaging with partners and peers in your industry can also help. These conversations can lead to new opportunities, insights, or collaborations. Make it a habit to reach out to those who know your work. A simple question like, “How can I help you?” can open doors for mutual support and future business.
5. Set Hourly Targets
Hourly targets help break down the day into manageable chunks and create a sense of urgency. Whether you aim to make three calls per hour or send ten emails, having hourly goals keeps you accountable and motivated. This practice encourages continuous action, making your overall prospecting more effective.
6. Use Multiple Touches
In sales, persistence is key. Don’t limit yourself to reaching out to just one person at a company. A single touchpoint isn’t always enough to get a response.
To increase your chances of success, use multiple touches across various channels (calls, emails, LinkedIn messages). Remember, it’s all about connecting with the right people in the right way.
–> Get the ‘Mastering Linkedin For Business Development’ Masterclass today for $279!
7. Repeat, Repeat, Repeat
When you continuously touch base with leads, they’ll recognize your persistence, and you’ll increase the likelihood of building a strong relationship. Just remember to vary your approach each time to keep it fresh.
8. Celebrate Success
Even small successes—like a call that goes through or a lead that replies—should be celebrated. When you celebrate each victory, it creates a momentum loop, encouraging you to keep moving forward.
9. Banish Negative Thoughts
If you allow negativity to creep in, it can derail your efforts. Instead, focus on your ability to help prospects solve problems. By keeping a positive attitude and blocking out negative distractions, you’ll stay energized and focused on your goals.
10. Don’t Stop Prospecting
Momentum is easy to lose, especially if you take breaks from your prospecting efforts. Just like skipping workouts, stopping prospecting can make it hard to get back in the groove. To maintain consistency, don’t stop.
Keep prospecting every day, even when you face challenges, to stay sharp and continue building momentum.
Take it a Step Further!
Visit https://learn.thesaleshunter.com and enroll today in my Prospecting Masterclass for just $59.
Learn how to build a prospecting plan and craft your messaging to ensure a response.
How to Bounce Back After Hearing ‘No’
Rejection isn’t the end—it’s just a stepping stone to future success
Find episode #277 wherever you download podcasts!
Harnessing the Power of Grit in Sales
w/ Danielle Cobo
How breaking down monumental goals into bite-sized tasks can make a world of difference.
& the power of setting personal KPIs to monitor progress.
Episode #278 is out now!
Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
