The Art of Prospecting

Prospecting is an art form. The key to closing is opening masterfully. The ability to make a real human connection with an individual you've never met before is of the utmost importance. It is a necessary skill to have. Selling is not about the sale. Selling is about the buyer, what they want to talk about, what they're experiencing, and for you, the seller, to share empathy with the buyer about their goals, their pains, their excitement, and their life experiences. Genuine care for the buyer and their needs is a must.

"The key to closing is opening masterfully."

- Denis Champagne


In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Denis Champagne. Denis is an expert, prospector. He has trained hundreds of salespeople on how to prospect effectively and make a real connection with the individuals they target.

Denis and Rob discuss how making that connection is valuable to the buyer, and will set you apart from other sellers out there. Being the person who listens, who understands, and that has the knowledge and expertise is critical to the process of effective top-of-the-funnel lead generation.

Key Takeaways

Airs this Thursday, 06-10-2021 @10:00-11:00 AM EST

You cannot fake "caring" for the prospect:

Empathy while selling is important because the buyer has to be heard. They are the most important person in the room, but treating them as an equal is important as well. Treat them better than you would like to be treated, though remember that challenging someone is not mistreating them.

Be down-to-earth with prospects:

Being yourself is critical to building any honest relationship. "Fake it till you make it" simply doesn't cut it. People will find out. Always. Simply be yourself.

Never rush the prospect and DO YOUR RESEARCH:

Be prepared to know your stuff about the company and the individual. So many salespeople do not do this and it is detrimental to making a strong connection between individuals. It's the difference between guessing and knowing about the buyer.

About Our Guest

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With a wealth of knowledge gained through the last 35 years in the sales industry, Denis integrates his Old School proven sales practices with New Age methods, leveraging technology to enable sales professionals to predictably scale pipeline, win more deals, and enable client success.

He has prospected successfully for the last 15 years as an executive connecting to the C Suite for various clients on 5 continents, coached over 1000 reps in his own call center during the ten years of ownership, and now coaches all over the world.

Denis now specializes and focuses on coaching and training Account Executives or SDR, BDRs who are mandated to reach the same targets he did.

As a former elite master athlete in cycling and a racquet professional earlier in his life, Denis brings this mindset of preparation and training to help sales teams operate with the mentality of elite athletes. Denis' focus is on helping sales professionals develop consistency, relevance, courage, confidence, and narratives to prospect effectively and reach their targets.

Just like sports, achieving excellence is the non-negotiable standard for Denis and he knows that a caring coach or mentor can make the difference in reaching the highest level of the sales profession. Denis is married and coaches in English, French, and Spanish.


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