Yeah, I look at the things that I need to do to move the needle in my deals. Sometimes that’s following up on stuff that is in process, you know, follow up thank you notes after a meeting with a client or sending case studies or you know, research, white papers, etc.Sometimes it’s just making a list of folks that I need to follow up with, right, ‘hey tomorrow I’ve really got to check the box here with this 4 companies and make sure that I touch base and that we move the needle.’ Sometimes it’s preparing, I always take a look at my calendar, you know, a little, a day or 2 ahead. Then what do I really need to focus on for tomorrow? Do I have to prepare for a presentation? You know. Do I need to make a list of companies that I wanna attack? Right, that I wanna start going after and really working with and maybe I’ve got to do a little bit of research before Discovery calls the next day etc, so it’s kind of whatever’s on my plate. I’ll take a look at typically every Sunday night I do that for the week ahead and then I do that on a daily basis so, really just so I kinda stay on top of my game and I continue to move the needle forward so, I’m not a naturally organized person so I have to have a discipline around it otherwise I wouldn’t be organized at all.
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More clips from Episode 11 featuring: Debe Rapson of Demandbase: