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TV Expert Interviews / Prospecting / Jun 17, 2020 / Posted by Ankesh Kumar / 2015

How to Personalize Your Prospecting (video)


In today’s world, we’re always looking for the next easy way out. Shortcut culture has invaded, and not always for the better. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting. Ankesh Kumar discusses personalized prospecting in this expert sales interview, hosted by John Golden.

This expert sales interview explores:

  • Defining personalized prospecting
  • The difference between personalization and automation
  • Getting creative with your personalization

What is personalized prospecting?

Personalized prospecting is using insight or relevant topic that the prospect can relate to in order to build a bridge and create a connection. For example, if someone is from Dublin, you could talk about your recent trip there or a great pub that you visited.

Personalization vs. Automation:

We’ve seen more and more prospecting done by automated email. But writing a template, changing the person’s name and company, and then sending it off doesn’t really work these days, and it just creates lazy salespeople.

Creative Ways to Personalize Your Outreach:

There are a few dos and don’ts about how to personalize your research. One of the first dos is, do make an effort to personalize your message using information gathered from as many social sites as possible.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Ankesh is founder  & CEO of, an investor, entrepreneur, leader, husband, father and friend, it’s important for Ankesh that he is bettering the lives of the people he encounters. Ankesh, was born in India, grew up in London, started numerous companies in Silicon Valley. ATSystems, 0-$22m in 4 years. Sold to TMP, the parent company of Monster. Personic, 0- $25m in 4 years. The company was merged with Kronos.


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