This is a part of a series that was created to help you get the practice of outbound prospecting built into your company. This series will walk through the process, necessary roles, in addition to guides for each role to help your company get started quickly. In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process.
In order for your outbound prospecting program to thrive, a model day for success must be established from the get-go. In a cold calling/business development role, there will be a LOT of distractions. However, if your day is structured and your distractions are limited, you will have a greater chance of achieving high efficiency and productivity.
Here is an example of a model day that OpenView has created for its own team of outbound prospectors, the research analysts:
- 9am-10am Reactive activities
- 10am-12pm Proactive Activities
- 12pm-1pm Lunch
- 1pm-1:30pm Reactive activities
- 1:30pm-4pm Proactive Activities
- 4pm-5pm Reactive activities(team meetings)
Proactive activities = outbound calling and sending high-priority follow-up e-mails after conversations
Reactive activities = responding to e-mails and sending low-priority follow-up e-mails
Next week, I’ll be posting some thoughts to improve your conversion by turning your leads into qualified opportunities.