{"id":68593,"date":"2021-04-21T10:52:46","date_gmt":"2021-04-21T10:52:46","guid":{"rendered":"https:\/\/www.similarweb.com\/corp\/?p=68593"},"modified":"2025-11-18T11:51:48","modified_gmt":"2025-11-18T11:51:48","slug":"the-daters-guide-to-sales-prospecting","status":"publish","type":"post","link":"https:\/\/www.similarweb.com\/blog\/sales\/prospecting\/the-daters-guide-to-sales-prospecting\/","title":{"rendered":"When to Swipe Right: The Dater\u2019s Guide to Sales Prospecting"},"content":{"rendered":"

If you\u2019re in sales and you\u2019ve ever used a popular dating app<\/a>, you\u2019ve probably noticed some similarities between sales prospecting<\/a> and swiping.<\/p>\n

First, there are the obvious ones. With each lead or profile, you come across, you want to vet them as much as possible. Will this person be a good match for you?<\/i>Should you swipe right, or send them on their way?<\/p>\n

And then there are all of the dating and communication games we all love to hate. When should you make your move? How frequently should you reach out? What should you actually say? When should you let go and move to the next one?<\/p>\n

In sales, the hunt for new prospects is endless (monogamy is less of an expectation). The goal is to close as many deals as possible, but not with just anyone. You want each date to be perfect \u2013 or as close to your Ideal Customer Persona<\/a> (ICP) as possible.<\/p>\n

That\u2019s where sales prospecting comes in.<\/p>\n

Finding \u201cthe one\u201d among inbound leads<\/h2>\n

Inbound leads are the people who \u201cswiped right\u201d on you. They engaged with your content or ads, filled out a lead form, and left their contact details. In dating terms, they made the first move.<\/p>\n

Usually, the marketing team<\/a> performs some kind of lead scoring<\/a> and lead qualification<\/a> before handing inbound leads over to your sales development reps (SDRs), so the first step of sales prospecting should be more or less covered.<\/p>\n

If we know that a lead looks great on paper (for example, they\u2019re the right company size, location, industry, etc.), now you have to decide: swipe left or right?<\/p>\n

\"illustration<\/p>\n

When to swipe right<\/h2>\n

SDRs and account executives (AEs) usually have long lists of leads to sort through, which means they need a system for deciding which ones to focus on.<\/p>\n

On one hand, you don\u2019t want to go for someone who\u2019s completely out of your league and will have no reason to take your calls (sorry). On the other hand, there will be some leads that aren\u2019t the right fit for you, no matter how eager they are to close a deal.<\/p>\n

In most cases, sales teams will use sales prospecting tools<\/a> such as Similarweb\u2019s Sales Intelligence<\/a> solution to qualify leads and decide who is worth pursuing.<\/p>\n

With granular insights on the criteria that are essential to your unique ICP, you can find out who just looks great on paper, and who is the real deal.<\/p>\n

By integrating directly into your CRM, our Sales Intelligence tool will provide you important information on your prospects in seconds, such as:<\/p>\n