#prospecting

Systematic outbound calling approach. Daily structure: 1. Block time 9-11am and 2-4pm (best connect rates). 2. Batch prepare: research 20 prospects (5 mins each). 3. Power hour: dial 40-50 numbers in 60 mins. 4. Log outcomes immediately in CRM. Opening script: 'Hi [Name], this is [You] from [Company]. The reason I'm calling is I work with [role] at [similar companies] who struggle with [pain point]. Do you have 27 seconds for me to explain why I called?' Pattern interrupt: use odd number (27 seconds). If interested: transition to discovery questions. If not interested: 'I appreciate your time. Can I send you a brief email about [value] for future reference?' Track metrics: dial-to-connect rate (aim 10%), connect-to-meeting rate (aim 20%). Improve: practice opening 50x, record and review calls, vary approach.

Navigate executive assistants to reach decision makers. Mindset shift: EA is valuable ally, not obstacle. Respectful approaches: 1. Befriend EA: 'I'm trying to reach [Executive] about [specific topic]. Can you help me understand the best way to get on their calendar?' 2. Be specific: vague requests get blocked. 'I'd like 15 minutes to discuss [specific value prop].' 3. Provide context: 'We work with [similar companies] on [problem]. Is this something [Executive] handles?' 4. Ask for guidance: 'What's the best time/way to reach them?' 5. Reference trigger event: 'I saw [company news]. Wanted to discuss implications.' Alternative routes: LinkedIn message (EA may not monitor), attend industry events, mutual connection introduction. EA intelligence: ask EA about priorities, org changes, budget cycles. Send thank you note to EA. If stonewalled repeatedly: respect it, try different contact at company. Never antagonize EA - they control calendar and influence opinion.

Design a high-converting cold email sequence. 7-email cadence: Email 1: Problem-focused (no pitch). Email 2: Case study/social proof. Email 3: Value proposition. Email 4: Breakup email (last chance). Email 5: Different angle/resource. Email 6: Direct ask for meeting. Email 7: Final touchpoint. Best practices: personalize first line, keep under 100 words, single CTA, A/B test subject lines. Send over 2 weeks. Track open and reply rates. Optimize based on data. Aim for 5-10% reply rate.

Consistent LinkedIn routine for pipeline building. Morning (30 mins): 1. Post valuable content (industry insight, case study, poll). 2. Engage with 10 prospect posts (comment thoughtfully). 3. Send 5 personalized connection requests (reference recent activity). Afternoon (20 mins): 4. Respond to comments on your posts. 5. Share relevant article with commentary. 6. Message 3 warm connections (provide value, not pitch). Weekly: update profile, share customer win, publish long-form article. Tools: Shield Analytics for content performance, Sales Navigator for targeting. Track connection acceptance rate, reply rate, meetings booked from LinkedIn source.