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What separates top-performing sellers from the rest? It’s not just hustle. It’s how they structure their sales prospecting process.
In this video, part of my Prospecting Essentials series, I break down the habits and structure that separate elite sellers from the rest, especially when it comes to setting and implementing a winning outreach strategy.
Key Takeaways:
- Elite Sellers Always Have a Strategy Success in outreach starts with clarity. Elite sellers don’t jump into prospecting blindly—they build a strategy. They know who they’re targeting, how they’ll reach out, and why those accounts matter.
- Time Blocking Is Non-Negotiable. Top sellers carve out specific time blocks on their calendar for prospecting. These aren’t flexible or “optional” time slots—they’re treated with the same priority as client meetings. Protecting this time helps ensure consistent activity.
- Planning and Execution Are Separate Activities. Elite sellers don’t blur the lines between planning and doing. For example, Monday may be dedicated to planning outreach: researching accounts, identifying contacts, and prepping messaging. The rest of the week is for executing on that plan.
- Adaptability Is Built In. While they plan ahead, top performers also stay agile. They review results and make adjustments mid-week or mid-process to improve outcomes without straying from their overall framework.
- They Think in Weekly Cycles. Elite sellers zoom out and structure their prospecting in weekly rhythms. This allows for a consistent cadence and enough time to evaluate what’s working and what’s not.
- They Treat Prospecting Like a Client Meeting. By giving prospecting the same respect and attention as high-value meetings, elite sellers elevate its importance—and consistently fill their pipeline as a result.
- Process = Progress .The real differentiator isn’t just effort, but how that effort is applied. A defined, disciplined process is what drives elite sellers forward—faster and more effectively.
Who This Video Is For:
This video is for professional sellers and sales leaders who want to build and maintain a strong, consistent sales pipeline. It’s especially relevant for those looking to improve their prospecting, outreach strategy, and sales conversations to drive both short- and long-term success.
Get Ready to Transform Your Pipeline: Prospecting Essentials Launches This Summer
This video is part of an exclusive new series designed to prepare you for the upcoming Prospecting Essentials Sales Training Program, launching this summer. Whether you’re a seasoned sales professional or a sales leader looking to elevate your team’s results, this program will equip you with proven strategies, practical outreach tactics, and impactful sales conversation frameworks to help you build a high-performing pipeline—now and into the future. Stay tuned for more insights and actionable tips as we count down to the official launch. For more information, please contact me.
If You Liked This Video…
If you liked this video, take the next step by downloading my Sales Strategy Index. This Sales Strategy Index worksheet will help you to assess the strength of your current sales strategy, with 10 key factors every sales organization requires for performance.
Frequently Asked Questions
The most important habit is consistently time-blocking your calendar for prospecting. Elite sellers treat these blocks like client meetings—they’re non-negotiable. This ensures that outreach happens regularly, which is key to building and maintaining a strong pipeline.
Separate your planning from execution. For example, dedicate time early in the week to plan: research accounts, identify contacts, and prepare messaging. Then, use the rest of the week to execute that plan. This structure helps you stay focused and work more efficiently.
Because it reinforces commitment and consistency. By giving prospecting the same priority as a customer call or demo, sellers ensure they don’t skip it or push it aside—two common pitfalls that stall pipeline growth.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.