The Daily Sales Show Two Top AEs Prospect Live
Aug 13, 2025
AJ Aminrazavi, an Account Executive at Vanta, and John Kuhns from Pocus share their expertise in sales prospecting. They discuss building targeted lead lists and crafting cold emails that get responses. Their insights include layering outreach strategies, utilizing LinkedIn and cold calls, and personalizing at scale to fill the sales pipeline. The duo emphasizes the importance of understanding client challenges and utilizing technology to streamline processes, offering listeners practical techniques and tools for immediate application.
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Prioritize Problems, Find Champions
- Start prospecting from the problem, not job title or budget.
- Find champions who care enough to spend personal capital and rally others internally.
Schedule Time For Personalized Prospecting
- Block regular time for new pipeline work and personalization.
- Balance scalability with messages that actually resonate for your ICP.
Enrich Lists Before You Prospect
- Use enrichment tools and RevOps lists to slim a large TAM into investable targets.
- Prioritize accounts with signal (e.g., existing compliance pages, competitor customers) before deep outreach.