Prospecting in the Modern Age: How to Stand Out and Win More Deals

Sales is evolving—fast. AI, automation, and changing buyer behaviors are forcing sales professionals to rethink their approach. This was the core theme of our Mastering the Art of Prospecting workshop, where we had the privilege of learning from two powerhouse speakers: Stephanie Lam in the morning session and Maverick Foo in the evening.

For those who missed it—or want a refresher—here’s a deep dive into the biggest takeaways, speaker insights, and how you can apply these strategies in your own sales process.

Morning Session: The Energy of Sales with Stephanie Lam

Stephanie Lam kicked off the day with an engaging and thought-provoking session on how sales is no longer just about pitching—it’s about transferring energy and building trust.

"If you’re not excited about what you’re selling, how can you expect your prospects to be? Sales is an energy exchange—people don’t just buy products, they buy confidence, trust, and enthusiasm." – Stephanie Lam

Key Takeaways from Stephanie’s Session:

✔ Trust is the new currency – Buyers today are more skeptical than ever. Sales professionals need to focus on relationship-building before making the pitch. If prospects don’t trust you, they won’t buy from you.

✔ Mastering rejection – Learning how to handle a "no" gracefully can turn lost deals into future opportunities. Every rejection is a learning opportunity to refine your approach.

✔ The best closers don’t ‘close’ – Instead of aggressively trying to close a sale, the best salespeople position themselves as trusted advisors. When prospects trust you, they will naturally want to do business with you.

✔ Social selling is critical – Buyers research online before making a decision. If your LinkedIn profile, website, and content don’t reflect your expertise, you might be losing potential deals before you even start the conversation.

✔ Emotional safety builds rapport – Sales isn’t just about talking—it’s about listening and making prospects feel heard. When people feel emotionally safe with you, they are more likely to open up and share their real pain points.

Stephanie also shared an eye-opening story about how AI is changing sales:

"AI is taking over many sales functions, but one thing AI can’t replicate? Genuine human connection. If you want to future-proof your career in sales, you need to focus on what makes you irreplaceable—your ability to build trust and real relationships."

Evening Session: The Future of Cold Outreach with Maverick Foo

In the second half of the workshop, Maverick Foo delivered a powerful session on why cold outreach is failing—and how to fix it.

"The biggest mistake salespeople make? Generic outreach. If you’re sending the same message to everyone, you’re reaching no one. Personalization is everything." – Maverick Foo

Key Takeaways from Maverick’s Session:

✔ Personalization is key – Buyers receive dozens of sales messages daily. The only way to stand out is by making your outreach highly relevant to their needs.

✔ Storytelling sells – People buy with emotions and justify with logic. If your pitch sounds too robotic or transactional, it won’t resonate.

✔ Positioning matters – If your prospects don’t see you as the right solution to their problem, no amount of sales techniques will work. Position yourself as an expert.

✔ Cold outreach should feel warm – The days of mass-blasting cold emails and LinkedIn messages are over. Instead, focus on creating meaningful connections first.

✔ Sales & marketing need to align – A strong social media presence, valuable content, and meaningful conversations all contribute to better conversions.

Maverick also shared some powerful real-world examples of what works in today’s market:

"I once ran a campaign where we replaced traditional sales pitches with personal voice messages. The response rate skyrocketed because it felt like a real human reaching out—not a bot."

"Most salespeople send follow-ups like ‘Just checking in.’ Instead, follow up with something useful—like a relevant case study or an industry trend. Give them a reason to engage with you."

How to Apply These Strategies in Your Sales Process

Now that we’ve covered the key takeaways, how can you implement them in your day-to-day sales approach? Here are some actionable steps:

1. Build an Online Presence That Works for You

• Optimize your LinkedIn profile to showcase your expertise.

• Share valuable insights regularly to position yourself as a thought leader.

• Engage with prospects’ content before reaching out to them.

2. Improve Your Cold Outreach

• Stop sending generic messages—personalize every outreach.

• Use voice messages or short videos to stand out.

• Always provide value in follow-ups—don’t just “check in.”

3. Master the Art of Social Selling

• Join relevant LinkedIn groups and contribute meaningfully.

• Interact with prospects through comments before messaging them.

• Share customer success stories to build credibility.

4. Align Sales & Marketing

• Work with your marketing team to create content that answers prospects’ common questions.

• Use data to track which content drives the most engagement and conversions.

• Leverage social proof—testimonials and case studies make a huge difference.

Final Thoughts & A Big Thank You

The Mastering the Art of Prospecting workshop was a game-changer for many attendees. Whether it was rethinking the energy of sales or refining cold outreach strategies, the key takeaway was clear: sales is evolving, and those who adapt will thrive.

A huge THANK YOU to all our attendees for your participation, engagement, and insightful discussions. Your energy made this session even more impactful!

"If you want to succeed in sales today, stop selling—start helping. The more value you provide, the more sales will naturally follow." – Stephanie Lam

"Your outreach is either adding to the noise or standing out. Which one is it?" – Maverick Foo

💬 Were you there? We’d love to hear from you!

Drop a comment below with your biggest takeaway from the session. Let’s keep the conversation going!