Step-by-Step Guide: How I Prospect On the Daily

THE MOST TACTICAL POST YET WITH SCREENSHOTS

Hello Everyone :)

I’d love to do more weekly E-Mail Critiques & Re-Writes. If you are a premium sub please send your emails to florin@thesalesflo.com

Here are the first 4 that I’ve done:

Week #1: Email Critique and Rewrite - Watch Video

Week 2: E-mail Critique & Re-Write - Watch Video

Week 3: E-mail Critique & Re-Write - Watch Video

Week 4: E-mail Critique & Re-Write - Watch Video

---

Success in prospecting has a lot to do with execution.

It’s great to have a solid sequence structure in place and good messaging but how do you actually go about executing on that vision.

Here’s step-by-step how I do it:

1. Religiously Time Block

My schedule changes quite a bit as I’m either prospecting, doing demos, have follow-up calls, setting up trials, dealing with Procurement, IT, Security etc., interviewing candidates, building processes etc.

I’m religious about making sure that I have 1.5-2 hours per day blocked in my calendar where I make sure that I am prospecting. If I don’t have a block, I notice that more often than not I lose control of my day.

I usually like to have this block first thing in the morning before the day gets really busy.

If you are an SDR, I recommend time blocking your day to the hour with all the different tasks that you need to do. Matt Aird has a good example here:

The sequence of events on your calendar doesn’t matter. You should adapt it for your energy levels and what the data says are the best times for calling, opens etc.

2. Finding Accounts

I then use Keyplay to build and score an account list based off signals that I know generally indicate great fit accounts:

I then usually go down the list starting from the highest scored accounts.

3. Account Research

The cool thing about Keyplay is that I can click into each of these accounts and get a high-level overview of why they are a high score. For example here is an overview with SiteMinder which gives me a summary of all the attributes this account has (that I’ve set up when building my lists):