Sales Hustle is now Sales Transformation
March 29, 2022

#274 S2 Episode 143 - Always Be Prospecting

KEEP IT SWINGING!

Collin puts up a challenge to every sales person out there with this latest episode of Sales Transformation. Collin explains why prospecting is important and shares how blocking calendars can help in ensuring you have time for prospecting. This episode surely emphasizes that consistent prospecting is key.


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HIGHLIGHTS

  • Always be prospecting!
  • The attitude of people towards prospecting
  • How to ensure you have time for prospecting

QUOTES

Collin: “The first thing that you need to do to even be able to open and line up pre-discovery or discovery calls or whatever your sales process looks like, is you need to be prospecting.”

Collin: “Let's face it, most people hate prospecting. One of the biggest challenges for a lot of sellers is consistently prospecting.”

Collin: “It's the first thing that you will make excuses not to do, forget to do, or even intentionally not do, you should be prospecting if your funnel is full. You should be prospecting if your funnel is not full, obviously.”

Collin: “You got to do the work today so that you can close deals in the future. So just because your pipeline is looking good now doesn't mean it's time to stop prospecting.”

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold, the M's through LinkedIn. You're missing the mark big time. Learn how I fully manage revenue generating podcast can change your life and your pipeline@salescast.com.

[00:00:56] Welcome to another episode of sales transformation. Today is going to be a solo episode where I want to talk about one of the most important things in sales. And what I'm talking about is prospecting. I'm a big believer that you should always be prospecting. Okay. Some people say, always be closing.

[00:01:17] Opening is the new closing, in my opinion. And the first thing that you need to do to even be able to open and line up prediscovery or discovery calls or whatever your sales process looks like is you need to be prospecting. And some things that you can do that will help you is to block out times to prospect because let's face it.

[00:01:38] Most people. Hate prospecting. It's one of the most, one of the biggest challenges for a lot of sellers is consistently prospecting. So you've got to make sure you put it on the calendar because, and put it on the calendar as time that is busy, that can not have meetings over. Or get scheduled into that prospecting slot.

[00:02:02] Maybe you have a block in the morning. Maybe you have blocked me after noon. Um, I was just two blocks for prospecting, um, and whatever that looks like, maybe it's phone in the morning, maybe it's email and social in the afternoon, whatever works best for you, but get that time. On your calendar, because if you don't in a lot of cases, it's not going to happen.

[00:02:24] It's the first thing that you will make excuses not to do, forget to do, or even intentionally not do. You should be prospecting. If your funnel is full, you should be prospecting. If your funnel is not full, obviously. Um, but it's so often that, uh, maybe you're a little bit ahead of plan. Maybe you've already had a good quota.

[00:02:43] Maybe you've already met your numbers or even your activities, whatever the case is. And then you let off the gas, you gotta do work today so that you can close deals in the future. So just because your pipe is looking good now, doesn't mean it's time to stop prospecting. So. Number one thing you can take away from here is always be prospecting.

[00:03:07] I hope you enjoyed today's episode register review, share the show with your friends. We're always listening for your feedback as well. You can go to sales, transformation.fm, drop us a voice DM, and I will get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:03:26] If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mentioned this ad. And I might even give you free access to our best templates.