Skill + Do
Prospecting is about energy and focus. Immense energy is needed to get started, but then you need to rely on focus to keep you moving forward, undistracted by derailers.
So you’ve rallied and put a block of time on your calendar for some prospecting today. Excellent. Good for you. Guard that chunk of time on your calendar with all your might.
It may help to title the calendar invite something like "Rome Vacation Prospecting." Visualizing a goal tied to prospecting always helps the motivation.
Predictably, the second you reserve a prospecting block on your calendar, people will come out of the woodwork trying to steal that time.
Don’t let it happen.
Prospecting is a game of both offense and defense. Defend that prospecting time and get aggressive with your offensive attack!
You know how to get to people.
You know how to send emails and make calls.
You know how to create compelling outreach. You know how to ask for referrals. You know how to work a list of those who will make your quarter and year.
For today, prove you know how to protect that 30-minute block of prospecting time.
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Tomorrow - January 13
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That tense moment in your meetings
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January 11 - 12
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Read More
Mindfulness/Self-care
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January 10
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Pitch meeting agendas, (part 2 of 2)
Read MoreIt is undebatable that preparing agendas guarantees productive interactions. And yet, agendas prevent elements that may adversely affect your meeting intentions and goals.
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January 9
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Pitch meeting agendas, (part 1 of 2)
Read MoreYour buyer relaxes the second you present a formal agenda because they know you won’t waste their time. There IS no downside to using agenda, so get disciplined and do it!
"Thinking about a prospect does not qualify as prospecting." Your Manager
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