Prospecting Frequency, Giving Up on Prospects, and Leveraging Existing Communities

ACTIONABLE TAKEAWAYS

• Every 2-3 days reach out to prospects via phone, email, LinkedIn. Get on their radar and get a response. 
• Abide by the law of diminishing returns. If a prospect isn't responding, give up and reallocate that effort to prospects that are legitimate.
• At the end of the meeting, before getting to the next step, pulse-check the customer using the 5-minute drill. 
• It’s okay to sometimes lose a negotiation in favor of getting the deal done.
• Whenever possible, you should opt for a live conversation with your prospects.
• Abandon the belief that activity equals achievement. Instead, recognize that your job exists to accomplish outcomes.

PATH TO PRESIDENT’S CLUB

• Founder @ 30 Minutes to President’s Club
• Sr. Account Executive @ Time by Ping
• Enterprise Account Executive @ SurePoint Technologies
• Account Executive @ Aderant

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• Things you can steal