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 Business Development Representatives to use to attain success during this process.
The best way to stay focused as an outbound prospector is to follow a “model day for success.” Anyone in a cold calling/business development role is going to face a lot of distractions. However, if your day is structured and your distractions are limited, you will have a greater chance of being highly efficient and productive. During your training sessions, your manager will provide you with a daily rhythm/schedule that you should aim to follow each day.
Here is an example of a model day that OpenView has created for its own team of outbound prospectors, the research analysts:
- 8:30am-9am Prepare for the day (personal organization and preparedness) OPTIONAL
- 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 Additional resources: 11 Tips for Time Management for Sales… How to Plan Your Day to the Fullest 5 Important Steps to Keeping your Sales Process Moving Forward Next week, I’ll provide some basic ideas to get you started with your conversion approaches.