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Every day, sales professionals face the challenge of breaking through the noise to earn early-stage conversations with decision-makers. In this video, part of my Prospecting Essentials series, I share three steps to create messaging fills your pipeline. The steps are focused on content, frequency, and media to help sellers create messaging that truly resonates. This approach offers a strategic way to improve your chances of opening doors and filling your sales pipeline. Key Takeaways: Content Matters: Make your message short, substantive, and compelling enough to spark curiosity and urgency. Be Persistent: Early-stage outreach often requires multiple attempts; don’t give up after one try. Use the Right Channels: Leverage a mix of media — email, phone, video, and social — to maximize your chances of engagement. Respect the Time Crunch: Decision-makers have limited availability, so your outreach must be...

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...

Hitting revenue targets requires more than just activity. It requires insight. That’s where advisory intelligence comes in. Advisory intelligence is the ability to bring relevant, strategic insight to both prospects and existing clients. It helps sales professionals uncover and develop opportunities that align with real business challenges. As part of the Prospecting Essentials framework, advisory intelligence is a key tool for building a consistent, high-quality pipeline that drives long-term success. Key Takeaways: Company and Industry Intelligence - Gain deep knowledge of your prospects’ businesses and industries to position your solution around their unique challenges and goals. Relationship-Based Intelligence - Build strong connections with key decision makers and influencers to uncover opportunities and advance deals. Event-Based Intelligence - Track industry events, trends, and trigger moments—like...

Modern sellers know that successful prospecting isn’t about casting the widest net. It requires focusing on the right lanes. This concept is known as verticalization. By identifying and doubling down on the verticals where they already see success, sellers can boost efficiency, increase win rates, and accelerate pipeline growth. Verticalization helps sellers target outreach with laser precision, aligning efforts with industries and sub-industries where they have the most traction and understanding. Key Takeaways Verticalization is a focused outreach strategy where sellers select specific industries ("verticals") to concentrate their efforts, improving prospecting effectiveness. Analyzing your current pipeline helps identify natural strengths and successful client types, guiding you to the best-fit verticals. Classify your verticals as “majors” and “minors”—for example, a major like professional services...