4 Prospecting Power Plays That Guarantee Bigger Commission Checks

Published on December 9, 2023 by David Zhang

4 Prospecting Power Plays That Guarantee Bigger Commission Checks

In the high-stakes world of sales, every account executive knows that the bedrock of a robust pipeline and bigger commission checks is effective prospecting. Yet, in the fast-paced race to close deals and hit quotas, prospecting can sometimes fall by the wayside, become haphazard, or worse, be approached with outdated techniques that fail to resonate with today's savvy buyers.

Rather than simply going through the motions with cold calls and generic pitches, top earners know that strategic prospecting plays can lead to higher conversion rates and larger deals—with the welcomed byproduct of fatter commission checks. Here are four prospecting power plays that can revolutionize your approach and guarantee the results you're after.

Power Play #1: Hyper-Personalize Your Outreach

Gone are the days when mass emails and blanket LinkedIn messages would yield a fruitful response. Today’s buyers expect more—they want to know that you’ve done your homework and that you understand their specific pain points and business goals. This requires a hyper-personalized outreach that goes beyond addressing a prospect by their first name.

Execution Tip: Conduct thorough research into your prospect’s industry, company initiatives, and their role within the organization before reaching out. Utilize information from company reports, social media updates, press releases, and industry news to tailor your messaging. Mention a recent company milestone or industry trend, and provide insights that position you as a knowledgeable advisor rather than just another salesperson. Monitoring tools and AI platforms like Aomni can significantly cut down the time you spend on research, providing you with actionable insights that enable you to tailor your messages relevantly and effectively.

Power Play #2: Leverage Social Selling

In an era where buyers spend a significant amount of time online, social selling has become an indispensable tool in a salesperson’s arsenal. This doesn’t mean bombarding prospects with direct messages; rather, it means building a reputable brand for yourself, engaging with potential clients on platforms like LinkedIn, and sharing content that showcases your expertise and thought leadership.

Execution Tip: Regularly publish posts that speak to common challenges your prospects face, or share success stories that subtly underscore how your product or service has driven value for similar clients. Comment on your prospect's content, share their wins, and become a visible entity within their online circles. Over time, this will help build rapport and keep you top-of-mind when the time comes for a sales conversation.

Power Play #3: Timing Is Everything

It's not just what you say, but when you say it. Prospecting can sometimes feel like trying to hit a bullet with a smaller bullet whilst riding a horse blindfolded. But with insights from big data and AI predictive analytics, your timing can be less of a shot in the dark and more of a sniper's precision hit.

Execution Tip: Strategic timing can involve reaching out when a prospect has just interacted with one of your LinkedIn posts or knowing when a company receives a fresh round of funding, indicating they might have a budget to spend. Tools that provide real-time alerts when prospects are showing buying signals are invaluable for striking at the most opportune moment.

Power Play #4: Refine and Perfect the Art of Follow-Up

Persistence pays in prospecting, but it's not about badgering prospects until they give in; it's about being savvy with your follow-up. This means knowing the best times to connect, understanding the fine balance between attentiveness and respect for the prospect's time, and using each touchpoint to add value rather than pressure.

Execution Tip: Follow up with additional information that might benefit the prospect—perhaps an article or a white paper on a topic of interest that you discussed. Keep track of when you last reached out, follow up with a friendly but professional tone, and always express genuine interest in helping them meet their business objectives. Use automated CRM tools to remind you of follow-up schedules and to document insights from prior interactions.


Each of these sales prospecting power plays hinges on a fundamental paradigm shift: moving from a quantity-based "more calls, more emails" prospecting mindset, to a quality-focused strategy that builds relationships and positions you as a valuable resource. This approach requires more work upfront, as it involves deep learning about the industry and personalizing your outreach, but the ROI is unarguable—more efficient lead generation, higher conversion rates, and significantly larger commission checks.

Sales prospecting is an evolving discipline, integrating new technologies and platforms into traditional methodologies. By incorporating these power plays into your prospecting routine, you'll stay ahead of the curve, and your pipeline—and wallet—will thank you for it.

In the end, whether you are leveraging AI-powered platforms like Aomni to gain real-time insights or refining the art of the follow-up, these prospecting plays are about ensuring that your approach to selling remains as innovative and sharp as the solutions you're pitching.

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