“I think what you’re going to find is that there’s a high likelihood that you actually execute at a higher level and ultimately you’re going to book more meetings and get more opportunities.” – Jack Wilson in today’s Tip 1119
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, Jack Wilson is back with another actionable tip. Here he is:
Jack Wilson: What’s going on Daily Sales Tips Community. Jack Wilson here with another tip. Today. I actually want to advocate for ditching the dashboard and counting on your calendar instead. And that’s because dashboards are like To-do lists where tasks go to die. So follow me here.
If you use a sales engagement platform like an Outreach, Salesloft, the HubSpot, or any of the myriad tools, here’s what I want you to do a little bit differently. The next time you’re about to launch a new prospecting sequence, what I want you to do is first, group your contacts or your accounts into groupings that are as homogenous as possible, meaning as many of the same industry or as many of the same personas are together in the same sequences. What this allows you to do is start to really get into a flow state. When you’re executing in these blocks. You’re using a lot of the same word tracks. You’re anticipating a lot of the same objections and questions. It helps you really execute at a high level.
Once you’ve separated your accounts or your contacts or leads into these groups, I want you to name these groups, and I want it to be something fun, something cool, or something that easily allows you to associate what types of leads are in those blocks. I’ve got some students that name them after Farm League teams for baseball teams. I’ve got other students that use Alpha, Beta, Delta, even though I think we’re all probably sick of the Greek Alphabet at this point. But whatever the naming convention is, make sure it makes sense to you, and it’s easy for you to identify who is in that list.
Then lastly, I want you to color-code each of those groups. So when you put this all together, you should have three or four different sequences about to launch. They have a lot of the same context or prospects in the same list together. They’re readily identified by a name and color-coded. Before you launch the sequence, I want you to count the days between the manual steps, and then I want you to go to your calendar, and I want you to proactively schedule the time blocks for every manual step in each of those sequences. And I want you to color code it and label it according to the name of the color that you’ve chosen.
So what is this going to do for you that’s different than how you’re probably executing today?
What most of us do is we launch a sequence and then we just log into our dashboard every day, and the dashboard tells us what we have to do. Well, the problem with the dashboard is when we log in, there’s usually a lot of tasks. Those tasks are all mixed together from the different sequences that we have active, so we’re not able to get into that flow state, and then also it can be kind of daunting.
There’s a phenomenon where we will fill the time given with a task. So if you’ve got 100 tasks in your dashboard and you don’t have specific time blocks, you’re probably going to take all day or at least a majority of your morning or whenever you look at that dashboard to get it done. If you try this methodology instead, you can look ahead at your week. You know exactly how many sequences are live. You know when you’re going to execute on those and just by a quick glance with a name and a color you can get yourself in the right headspace and prepare for who and how you’re going to call on those blocks.
So give this a try the next time you launch a couple of sequences and I think what you’re going to find is that there’s a high likelihood that you actually execute at a higher level and ultimately you’re going to book more meetings and get more opportunities. Give it a try and let me know how it works for you.
Scott Ingram: For links to connect with Jack and for a transcript of this tip, just click over to DailySales.Tips/1119. Once you’ve done that, just keep coming back for more great sales tips. Thanks for listening!