Harry Monkhouse's prospecting workflow

In his recent post Harry shares his simple process:

1. Select the account

AE and SDR agree on target accounts using data.

2. Map the account

Use a data provider and LinkedIn to map out potential contacts involved in the buying process.

3. Agree on targets:

AE and SDR decide who to target and who handles each contact.

Recommendation: AE takes the top 4 personas, BDR takes the other 6.

4. Account/contact research

Build an account-level hypothesis and do persona-level research for relevant, personalized outreach.

5. Launch multi-channel cadence

Add the agreed personas into the agreed cadences with the agreed messaging.

Jc Pollard's framework for building a pipeline

Great post by Jc Pollard about his prospecting framework:

End of day

• Add prospects: Add 5-10 new prospects to a flow before shutting down.

• Pro tip: Use SalesNav alerts for new execs or former customers joining your accounts.

First thing the next day

• Write cold emails: Do this first thing in the morning.

• Pro tip: Use AI tools like Evabot to help with cold emails.

Throughout the day

• Cold calling: Use any 45-minute gaps to make 30-50 calls.

• Pro tip: Avoid calls on Mondays, double them on Fridays.

Once a week

• Send physical gifts: Choose 2-3 high-priority prospects to send gifts to.

• Pro tip: Join Jc's session on physical gifting. DM him for details.

Stick to these routines consistently. You control the inputs, not always the results.

Koen Stam’s template after you lose a deal

Losing a deal, especially when you come in second, can be tough. But it's part of sales, where losses are more frequent than wins.

Koen Stam advises focusing on long-term relationships. Here's how to handle it:

1. Show your best: Ensure your team shines during all conversations.

2. Send a thank you email: End with a heartfelt thank you to all stakeholders.

Why? Lost opportunities can return. People remember good experiences and support. Even if they don’t come back, your contact might switch jobs and need your solution.

Sales is a long game. Handle lost deals with care.

Template:

Subject line: Thank you on behalf of the entire SalesDaily team

Hi Ashley and Jim,

Time has flown by during this project with Your Corp.! On behalf of the entire team at SalesDaily, I sincerely thank you for your commitment and involvement.

After visits, demos, and many conversations, I was genuinely looking forward to continuing the project. While it’s unfortunate Your Corp. is no longer part of the project, we respect your decision.

We wish you success with the sales enablement project. If our paths cross again, we’re always open to a renewed acquaintance.

Best regards and much success,

Haris and the SalesDaily Team