Reflect, Refine, Succeed: 3 Questions to Transform Your Prospecting

Hello Sales Reset Community

In your Weekly Sales Reset newsletter at the start of the week, we started with a BIG idea:

This goal is much more powerful than merely finding enough opportunities to achieve your sales quota.

Then, we contrasted two prospecting strategies:

1. Time-boxing: scheduling specific blocks of time for prospecting

2. Prospecting mindset: integrating prospecting into every part of their daily routines

Prospecting Best Practice is Changing

Some aspects of our business world are changing at a phenomenal rate. The easiest example to prove this is the impact of AI on selling.

We must continually reflect on what’s working and what needs to change.

Here are three questions to help you consider what prospecting strategy will work best for you in 2025 and beyond.

1. Most Successful: What prospecting method was MOST successful for you last year?

2. Least Successful: What prospecting method was LEAST successful for you last year?

3. 10% Improvement: How would increasing your weekly opportunity generation by 10% affect your overall quota attainment or paycheck?

MOST Successful Prospecting Last Year?

Take a moment to reflect on the prospecting you did through 2024.

What worked? What didn’t?

If you have the data in your CRM, the best way to approach this question is by looking at the information you captured in the source of each opportunity.

LEAST Successful Prospecting Last Year?

Conversely, what didn’t work last year?

Some prospecting methods that were successful for you in previous years may no longer work.

What ways of prospecting did you try in 2024 that you need to stop?

Impact of 10% prospecting improvement?

What’s your motivation for prospecting?

We’re back to the consideration of goals!

To make the question easier, let’s pick a specific number. If you increase your prospecting success by 10% every week, what difference will this make to your quota attainment and paycheck?

Enjoy Prospecting!

My final recommendation this week is that the best way to approach filling your pipeline is to learn how to enjoy prospecting thoroughly!

Engaging with prospects on LinkedIn and other social platforms is easier than ever.

In your more significant customers, there are probably LOTS of people you haven’t spoken with yet.

You can learn so much from all these new and interesting people about their changing needs and priorities.

Prospecting is definitely something we can learn to enjoy!