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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...

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...

As a sales professional, it’s easy to get caught up in chasing every lead, but quantity alone won’t keep your pipeline healthy—or profitable. In my second video of the Prospecting Essentials series, I explore how the right strategy and client selection can help you build a pipeline that delivers real results. This video introduces a practical framework for aligning your strategy with the opportunities that are most likely to convert. I dig into how your current client book, your revenue goals, and your win rates should guide your decisions about who belongs in your pipeline—and who doesn’t. Key Takeaways Strategy is foundational: It influences every other aspect of pipeline building—outreach, access, and execution. Client selection is a strategic lever: It includes both your current clients and the prospects you aim to win. Knowing who belongs in your pipeline is the first step to filling it with the...

Companies and sellers who are highly focused on creating strong pipelines are succeeding and winning, even with the current uncertainties. It can be done, and in this video, I share three essential sales prospecting activities that strong pipelines require. Key Takeaways Three Core Weekly Prospecting Activities for Sellers Active Prospecting Defined Three-Part Prospecting Framework in the Program: Self-Assessment for Your Current Pipeline 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. 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...