You're juggling prospecting calls and meetings. How do you stay organized and on track?

I've spent 7 years of my career as a new-business sales professional, and 7 years leading teams focused on growing revenue. Utilizing your calendar, blocking time for prospecting - and keeping it sacred - is the key for me. It also helps to organize the time around a vertical focus, solution/product or specific message to maximize the time spent prospecting effectively. Prep in advance (not in the blocked time) and spend prospecting time exclusively on outreach. My view on consistent, focused, prospecting is that it's a gift to my future sales funnel, so it's a high priority.

One way I've stayed organized when juggling the ever-growing list of daily tasks and meetings is to properly utilize my calendar. Giving myself set time for call blocks, meetings, follow up emails, prospecting, etc. It's also CRITICAL to then revisit your previous week/month's calendar and then re-prioritize based on which calendar blocks you would skip or often move. This has really helped me become more efficient and accountable to my KPIs and revenue goals. Would love to know other thoughts and strategies!

Call me old school but a pack of post its & a pen next to your laptop can just make things 10x easier, use colour coded post its to sort basis type of task & priority as soon as you get it. By the end of the day just make sure all post its are down, easy & rewarding!

Everyone starts their day the same... with 24 hours. It's what you do with those 24 hours that sets you apart. For me, I start each day doing 5 things that will add $$ to my pocket 60 to 90 days out. I don't take on the day until I do these 5 things. They could be making another follow up call, sending an email, reaching out to current clients, etc. I allocated time for this every day. Then, I prioritize that day's tasks based on ROI and ROT (Return on Time). Don't forget that your time is a valuable resource don't waste it on less important tasks. Until the higher-priority tasks are done.

In my opinion, staying organized requires discipline. Properly use the calendar and reminders and attend to all scheduled appointments. Block time for follow-up and prospecting. Define criteria and chances of success, prioritize your actions and optimize your time.

La gestión eficiente del calendario esencial para equilibrar las llamadas y reuniones de prospección de manera efectiva. El uso de un calendario digital para programar actividades y establecer recordatorios para cada compromiso permite tener una visión general de tu día o semana, garantizando el tiempo adecuado entre reuniones para preparación y seguimiento. Un calendario bien estructurado sirve como guía para tu jornada, facilitando la realización de tareas de forma sistemática y organizada.

Digital Scheduling: Use a digital calendar to organize your calls and meetings. Set reminders to prepare for each engagement and follow up afterward. Time Allocation: Schedule adequate time between activities to avoid rushing and to ensure you can prepare and debrief effectively. This approach helps you maintain a steady and manageable pace throughout the day.

Gestão via calendário é fundamental principalmente que se centralize as principais demandas do dia/semana/mês e dentro de cada agenda mini resumos do que se refere aquela call/reunião. Importante que se compartilhe a agenda com um gestor ou par em caso de alguma ausência ou urgência, desta forma alguém pode te substituir ou ter avisar os envolvidos sobre sua ausência.

Calendario y tareas organizadas en un CRM práctico, te va a ayudar a tener leads de calidad y desechar los que te quitan tiempo. Ser constante y metódico ayuda a ir priorizando entre los clientes potenciales a aquellos que están más cerca de cerrar un acuerdo. Nada mejor que empezar el día de trabajo con un CRM claro y ordenado.

Use your calendar effectively. Block time for prospecting calls, meetings, and also for administrative tasks. Remember to include buffer time between appointments to prepare for the next one.

Use your CRM to keep track of your interactions with prospects. It's like having a pa/secretary, who remembers every detail and keeps your sales game sharp. For example, you can note down specific client preferences & set reminders for follow up calls, ensuring you never miss an opportunity.

Antes de cada interação, defina claramente o que você deseja alcançar com aquela conversa. Quer apresentar um novo produto? Resolver um problema? Agendar uma reunião?

La gestión de las relaciones con los clientes a través de un sistema CRM es imprescindible para hacer un seguimiento efectivo de las interacciones con los prospectos. Con un CRM, puedes registrar los detalles de las conversaciones, programar seguimientos y gestionar tu embudo de ventas de manera eficiente. Tener toda la información de tus prospectos centralizada te permite acceder fácilmente a los datos requeridos antes de cada interacción, asegurando que estés siempre bien preparado e informado. Esta herramienta potente facilita la personalización de tus comunicaciones y contribuye a construir relaciones más sólidas con los prospectos.

A mí y a mi equipo le ha generado mucho valor usar el CRM, ya que es una herramienta clave para centralizar y analizar la información de nuestros clientes potenciales y adicional podemos crear experiencias personalizadas enfocadas en sus necesidades. De esta manera, el CRM nos permite construir relaciones y acelerar el proceso de conversión.

A Customer Relationship Management (CRM) system can be a lifesaver. It can help you track interactions with prospects, schedule follow-ups, and analyze performance.

Automação de tarefas se feita da forma correta te dá um ganho absurdo de produtividade e elimina tarefas manuais e repetitivas. Trabalhas com ferramentas como Apollo que se conectam a CRMs levando as informações do lead e no CRM já realizar o agendamento da reunião com sua agenda te poupa muito trabalho. Importante salientar que cada empresa tem suas particularidades em prospecção e isso faz com que essas automações sejam detalhadas para influenciar positivamente seu fluxo e rotina e não acabem te fazendo ter um retrabalho.

Automate repetitive tasks where possible. This could be email follow-ups, data entry, or scheduling calls. Automation can save you a lot of time.

Automate your tasks to convert leads into warm prospects through nurturing via email, calls, or LinkedIn engagement, thereby saving considerable time. The primary advantage of task automation is the ability to engage with prospects at the right moment. As a sales rep, I've successfully scheduled demos by diligently tracking my tasks and following up with clients.

Automate Routine Tasks: Utilize automation tools for repetitive activities like sending emails, logging call details, and setting follow-up reminders. Focus on Conversations: By automating routine tasks, you free up more time for actual sales conversations, which are critical to successful prospecting.

Substituir os esforços humanos por sistemas e máquinas que fazem as tarefas de forma autônoma, com mais agilidade e qualidade, ou facilitam as atividades das pessoas, desta forma, poupando esforço desnecessário e focando em maior produtividade.

La mejora continua es importante en un mundo lleno de retos y obstáculos. Podríamos aplicar un ciclo DEMING de planificar, hacer, verificar y actuar. Hoy mejor que ayer y mañana mejor que hoy. Añadiría un foco en las tareas de hoy, aprender siempre de nuestros mentores, y cuidar nuestros hábitos personales para que esta ardua labor de ventas nos encuentre siempre con las mejores de las energías.

En este sentido, no hay nada más productivo que poner en común con el resto de equipo comercial, estrategias propias y grupales para perfilar todo lo que tiene que ver con el contacto con el cliente. Desde un guion telefónico hasta las preguntas básicas en la reunión cara cara… en mi experiencia personal, siempre me gusta aprender todos los días algo nuevo de las personas que están a mi alrededor tanto sea de las virtudes como de los errores que todos cometemos y que podemos mejorar.

Always be open to learning new strategies and tools that can help you be more efficient. This could be through webinars, online courses, or learning from peers.

Reflect and Adapt: Regularly reflect on what strategies work and which don't. Be willing to adjust your approach based on your reflections and new insights. Lifelong Learning: Stay updated on the latest prospecting techniques and tools. Continuous learning helps you refine your methods and improve your efficiency and effectiveness.

A capacidade de estar aprendendo de forma constante, seja com iniciativas formais quanto informais, buscando sempre formas inovadoras que possam agregar em seu crescimento pessoal, e/ou profissional.

If you're partnered with a BDR, learn to use them. Create account breakdowns & company persona hierarchies for them to leverage. Work on talk tracks & custom messaging based on the learnings you gain from discovery calls. If you can coach your BDR into a stellar prospector, you'll set yourself up for continued success as a closer & they'll be a better rep for it.

If you have a team, delegate tasks wisely. Ensure everyone is clear on their responsibilities and have the resources they need to complete their tasks.