As a sales development rep, what do you do when you sit down every morning? Do you have a process or some kind of guided routine that you follow? If you can’t come up with a clear answer to either question, chances are you’re not getting the most out of your time.
To help get you started in creating a daily routine, we’ve outlined a sample ‘order of operations’ that incorporates all of the main tasks included in sales development. We’ll assume this is a 9-5 gig… let’s do it.
9 – 9:45am — Clean out your inbox
If you took the time the day before to write a batch of solid cold emails, chances are you’re going to have some replies waiting for you when you get in.
First, you’ll want to tackle the prospects that said yes to a meeting — get a time sorted out and send over that calendar invite ASAP.
Next, it’s time to deal with the ever-popular assortment of maybes. This includes a wide range of replies ranging from “Send me more information” to “How much does this cost?” to “You should talk to my colleague, Mike”. Be sure to answer your prospects’ questions thoroughly, and end with a closing line that pushes for the meeting.
Finally, onto the prospects that said no. It may seem like a waste of time, but it’s worth your while to send a short note thanking these prospects for their reply. Why? Believe it or not, people remember when you’re nice, and just because someone isn’t interested in your product today, doesn’t mean they won’t be interested in a few months time. It pays to be polite!
9:45 – 10am — Grab some coffee, you’ve got work to do
10am – 12pm — Time to find some leads
With a cup of coffee in your system, it’s time to enter full prospect mode. Set a goal for how many prospects you want to source and get to it. If you’re having trouble finding people to reach out to, here’s 5 ways to find 100s of new leads.
12 – 1pm — You’re hungry, get lunch
1 – 3pm — Write some cold emails
It’s time to reach out to those prospects that you sourced before lunch. To ensure that tomorrow’s replies are just as successful as the replies you received today, take the time to send each new contact a well-written, personalized email. If you don’t know where to start, check out some real life cold emails that grabbed our attention.
3 – 3:30pm — Take a break, you’re drained
3:30 – 4pm — Prepare your call list
Never call a prospect without knowing exactly what you’re going to say. Before you hop on the phone at 4pm, make sure you have the following information laid out for each account.
- Prospect’s name and how you pronounce it
- Prospect’s phone number (direct line if possible)
- Account history (previous opportunities, mutual connections, etc.)
- Short bullet points outlining your value proposition
4 – 5pm — Make some calls
This may seem like a strange time to hit the phones, but according to LinkedIn,
“The absolute best times to cold call are between the hours of 8-9am and 4-5pm, with the lunchtime period of 1-2pm being the absolute worst.”
Since we’re assuming you get into the office at 9am, that leaves 4-5pm — have at it.
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