Fred Palmeiro’s prospecting routine

Fred Palmeiro shares his daily routine and strategies that helped him excel in sales prospecting, packed with specific, actionable tips.

Here's a detailed breakdown of his approach:

Morning kickoff

• Routine start: Begin each day with a double espresso to energize 😎

• Dedicated pipeline generation: Spend the first two hours of the morning on pipeline activities, focusing on high-impact tasks.

Net new accounts strategy

1. Industry-specific research

Tools and techniques: Use Google and Crunchbase to search for “top tech finance startups in [Your Region].” Review the articles and information available.

Identify targets: Evaluate companies based on how well they match your ideal customer profile (ICP) and if they are accessible.

2. Expand your search

Leverage LinkedIn Sales Navigator: Search for similar companies on LinkedIn Sales Navigator using the criteria established from your initial research.

Universal approach for engagement

1. Deep dive into decision-makers

• Research focus: Identify key decision-makers in both new and existing accounts. Understand their potential needs and how your product fits into their goals.

2. Message crafting

Content creation: Create messages that focus on the recipient's needs and current projects. Avoid promotional language.

Personalization tips: Consider how they describe their company, ongoing projects, recent hiring, and their technology stack. Explain specifically how your product can streamline or enhance their operations.

Self-sssessment: Always ask yourself if you would respond to your own message. If the answer is no, revise it.

3. Follow-up calls

Call Strategy: Reference the email you previously sent during the call to create a connection and not come off as a stranger.

Organizational habits

Track activities: Maintain detailed records of all prospecting activities. This organization supports multitasking across different prospects and periodic evaluation of your approach’s effectiveness.

Daily prospecting plan

Anthony Natoli shares his detailed daily prospecting routine:

Morning preparation

• 6:00 AM - 9:30 AM: Personal time — He starts the day focusing on activities that energize and ground him, emphasizing the importance of this personal time before work.

Prospecting schedule

• 9:30 AM: Add 15 new prospects from 5 accounts to a sequence, having completed the account selection and research the previous day.

• 10:00 AM: Send out 15 persona-based emails.

• 11:00 AM: Take a short 5-minute break.

• 11:05 AM: Begin making calls using a power dialer to efficiently handle this task.

• 11:35 AM: View and connect with 15 LinkedIn profiles.

• 11:45 AM: Conclude prospecting and outbound activities for the day.

Afternoon activities

• 12:00 PM - 3:00 PM: Spend time outside, lunch, attend internal meetings, support his team, and handle administrative tasks.

• 4:00 PM - 5:00 PM: Dedicate time to follow-ups and prepare for the next day.

Advice and philosophy

• Anthony highlights the importance of being specific with time blocking, rather than setting vague tasks, to improve efficiency and focus. He encourages AEs to make time for prospecting by planning effectively and advises SDRs to stop improvising daily and start planning.