How to Execute a Model Day for Success

This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for Business Development Representatives to use to attain success during this process.

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The best way to stay focused as an outbound prospector is to follow a “model day for success.” Anyone in a cold calling/business development role is going to face a lot of distractions. However, if your day is structured and your distractions are limited, you will have a greater chance of being highly efficient and productive. During your training sessions, your manager will provide you with a daily rhythm/schedule that you should aim to follow each day.

Here is an example of a model day that OpenView has created for its own team of outbound prospectors, the research analysts:

  • 8:30am-9am       Prepare for the day (personal organization and preparedness) OPTIONAL
  • 9am-10am           Reactive activities
  • 10am-12pm        Proactive Activities
  • 12pm-1pm          Lunch
  • 1pm-1:30pm      Reactive activities
  • 1:30pm-4pm      Proactive Activities
  • 4pm-5pm            Reactive activities (team meetings)

Proactive activities = outbound calling and sending high-priority follow-up e-mails after conversations Reactive activities = responding to e-mails and sending low-priority follow-up e-mails Additional resources: 11 Tips for Time Management for Sales… How to Plan Your Day to the Fullest 5 Important Steps to Keeping your Sales Process Moving Forward Next week, I’ll provide some basic ideas to get you started with your conversion approaches.

Partner

Devon McDonald is a Partner at OpenView, where she sits on the firm’s investment committee and oversees OpenView’s Growth team, a group of Research, Sales and Marketing Strategists responsible for helping its portfolio companies acquire more customers and scale at an accelerated rate.
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