Prospecting in 2025: Time-Boxing vs. Mindset

Hello Sales Reset Community

What’s the best prospecting strategy in 2025?

Some say the only way to fill their pipeline with new opportunities is to block out time in their calendar.

Others say time-boxing for prospecting doesn't work. They argue that what’s needed is a prospecting mindset.

Who’s right?

We'll review these two approaches in this edition of Weekly Sales Reset. Then, you can choose what’s best for you!

Before we go into the details of prospecting strategies, let’s briefly review your prospecting goals.

What Are The Goals of Your Prospecting?

This might seem like an obvious question.

Many salespeople assume their prospecting goal is to fill their opportunity pipeline with enough opportunities to achieve their sales quota.

At Sales Reset, we’re convinced there’s a better goal.

We strongly recommend that your prospecting goal is to achieve a significant surplus of opportunities. This significant surplus will enable you to choose where to invest your valuable selling time.

What might this mean for you in practice?

The good news is that if you can achieve a significant surplus of opportunities, you will increase the probability of achieving sales targets and earnings.

However, your prospecting probably needs to change!

You either need to do much more prospecting, or your prospecting needs to become significantly better and more productive. Here are your choices:

1. More Prospecting?

2. Better Prospecting?

How many new opportunities will you need to open to achieve a significant surplus of opportunities?

Achieving a significant surplus for some sellers might mean doubling or even tripling the new opportunities created! 😱

You’re going to need a better prospecting strategy!

The Case for Time-Boxing: Structure and Focus

Time-boxing, or scheduling specific blocks of time for prospecting, is a methodical approach that ensures prospecting is prioritized in your calendar. Advocates argue that it:

• Creates discipline: Treat prospecting like any other high-priority meeting—non-negotiable, tagged as “Busy and Unavailable” and colour-coded on your calendar.

• Boosts productivity: You can focus intensely on prospecting without distractions by dedicating uninterrupted time.

• Prevents burnout: Knowing when to stop helps maintain energy and avoid overworking.

For example, you might block 1-2 hours each morning exclusively for prospecting research, engagement with LinkedIn posts and comments, InMails and creating compelling prospect approach plans.

Time-boxed prospecting is designed to ensure consistent pipeline growth while keeping other tasks manageable.

Prospecting Mindset: Seizing Every Opportunity

Conversely, developing a prospecting mindset emphasizes constant vigilance for opportunities.

A prospecting mindset means believing 100% of a salesperson’s job is prospecting. Anything else is a distraction!

This approach encourages sellers to integrate prospecting into every part of their daily routines.

This means considering prospecting while travelling, networking at events, every engagement on LinkedIn, or striking up conversations at unexpected moments.

Key benefits include:

• Flexibility: You’re always ready to act on new opportunities.

• Relationship-building: Continuous engagement fosters authentic connections with prospects over time.

• Adaptability: This prospecting mindset thrives in dynamic environments where opportunities may not fit neatly into scheduled blocks.

Which Approach Works Best?

The truth is, these methods aren’t mutually exclusive.

Many top-performing salespeople combine the discipline of time-boxing with the responsiveness of a prospecting mindset.

As you reflect on your unique situation, consider these questions:

1. Do you thrive on structure or flexibility?

2. Are you missing out on opportunities by being too rigid or insufficiently disciplined?

3. How can you balance consistency with adaptability?

Ultimately, your best approach will align with your goals, unique situation and needs, and personal work style.

Action Step for This Week

Take 10-15 minutes today to evaluate your current prospecting strategy.

Based on your sales quota, average order value and pipeline metrics, how many new opportunities do you need every week?

If you want the freedom to step away from weaker opportunities faster and more confidently, might you need to double or triple the opportunities you open?

Should you use time-boxing more effectively? Or could adopting a prospecting mindset help you seize untapped opportunities?

Have a great week!

Join us in our FREE 45-minute workshop on Tuesday

Every week, our Sales Reset Together community members meet to share stories about each Weekly Sales Reset theme in a small group discussion.

Join us on Tuesday at 4:30 pm UK time for next week’s Sales Reset Stories Workshop.

Hearing your stories about prospecting and learning from your experiences of finding new opportunities will be great!

We expect you’ll learn a lot from the others in the workshop.

It will be if you can find the time to be with us!