Prospecting during the summer slowdown

Elric provides tips keep your pipeline full during the summer:

1. Reach out to low-hanging fruits: Start with easy, interested prospects.

2. Rank your accounts: Prioritize high-potential accounts.

3. Stop thinking no one will reply: Stay positive and be consistent.

4. Send emails to get OOO replies: Use out-of-office replies to get direct contacts.

5. Leverage the OOO replies: Follow up with the contacts mentioned in OOO replies.

6. Adjust your daily goals: Set realistic, smaller goals for summer.

7. Frontload the season: Prepare and start outreach early.

Prospecting doesn’t stop in summer. Follow these tips to keep your momentum.

How to create time for prospecting

Morgan outlines how to find time for prospecting as an AE:

1. Find 1 hour to research:

   • Pick a specific time each week for research, like Friday afternoons.

   • Prepare insights for personalized touches by Monday.

2. Time blocking:

   • Schedule 1 hour daily for prospecting.

   • Eliminate distractions, have your target list ready, and focus.

3. Do your daily’s:

   • Treat prospecting like a workout.

   • Create a daily checklist (e.g., 5 emails, 5 LinkedIn videos, 5 LinkedIn voice notes, 5 LinkedIn DMs).

4. Referrals:

   • Use referrals to build a warm pipeline.

   • Ask for referrals from Closed Won opportunities.

When you focus on building a pipeline, you never run out of it.

Top 1% prospecting tips

Justin shares tips on developing a top 1% prospecting mindset:

1. Prioritize prospecting

• Set prospecting as your number one task every day.

• Block off 2 hours each morning specifically for prospecting.

2. Master prospecting

• Spend 30 minutes daily on prospecting training or reading.

• Practice your pitch and refine your approach regularly.

3. Keep learning

• Attend one webinar or read one sales article each week.

• Join a sales community or forum for continuous learning.

4. Be consistent

• Schedule prospecting time in your calendar and stick to it.

• Track your daily prospecting activities to ensure consistency.

5. Optimize energy

• Start prospecting first thing in the morning when you're most alert.

• Take short breaks to maintain energy levels throughout your prospecting session.

6. Block time

• Avoid scheduling any other meetings or calls during your dedicated prospecting time.

• Use tools like calendar alerts to remind you of your prospecting block.

7. Build a big pipeline

• Aim to add at least 10 new prospects to your pipeline each day.

• Follow up with existing prospects regularly to keep your pipeline healthy.

8. Mindset shift

• Focus on understanding your prospect's needs rather than just selling.

• Prepare open-ended questions to encourage meaningful conversations.