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Ensure your prospecting success with a 100% prospecting mindset

Decide in advance when you will do your prospecting - Friday 18 August


Hello Subscriber,

We’ve spent the week looking at how to improve our prospecting.

If you’ve been following along with all of the ideas and recommendations, you’ll now have lots of ideas to improve the way you find new leads and opportunities.

But of course, it’s one thing to know what to do differently and better, and an altogether different thing to find the time to do the new and better things reliably!

So let’s wrap up this week’s emails with two recommendations about actually doing enough prospecting.

Today’s first idea is simple, really easy to understand, and it’s what most people recommend to improve prospecting success.

Time Boxing

I’m sure you’re familiar with the idea that each person’s energy levels change over the typical day. Some people are at their best first thing in the morning. Other people come to life later in the day.

When are you at your best and brightest? When are you most confident, quick thinking and creative?

To apply time boxing to prospecting, simply clarify when you’re at your best. Then schedule recurring time slots in your calendar to reserve those times for your prospecting.

100% Prospecting Mindset

The second idea is from my good friend Philip Caulfield. Philip leads a very successful sales team in a large global training company.

Philip’s recommendation is simply that people in selling roles should have a mindset where their full-time, 100% role is prospecting. Everything else is a distraction!

What will you choose to underpin your prospecting success?

Will you block out time for prospecting? Or will you embrace the idea of a 100% prospecting mindset?

Here’s one area of practice to emphasise today

Develop a 100% prospecting mindset and if it works for you, schedule recurring meetings in your calendar to reserve your best times for prospecting

Coaching Focus

  1. Reflect on your approach to prospecting. Does prospecting have a high enough priority every day?

  2. Have a coaching conversation with your sales team leader about your approach to prospecting and how you can learn to maintain a surplus of leads and opportunities.

If you have questions or comments, it would be great to hear from you. Just hit reply and send me an email.

Have a great day!

Founder & Leader

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