How To Sell Tech Power Hour - Building a prospecting calendar

Its no surprise that "leads" is an anagram of "deals"! You can't expect to be closing opportunities if you don't put in place a system to generate them.

As an AE prospecting is your responsibility - not marketing, not SDRs, not partners - it is up to you to consistently and regularly prospect and fill your pipeline.

But many sellers don't have prospecting system. Their prospecting is ad-hoc at best, and results in peaks and troughs of pipeline making it difficult to consistently hit target.

In this Power Hour you will build a prospecting calendar for the next three months.

The Power Hour series is not a normal online course that you have playing in the background. You will be doing some work and you'll get an outcome!

The session flows like this:

• 5 minutes: Introduction
• 10 minutes: Topic background
• 5 minutes: Task introduction
• 15 minutes: Working Session #1
• 5 minutes: Check In
• 15 minutes: Working Session #2
• 5 minutes: Wrap Up

What you will need:

• 60 minutes with no distractions (early morning, evenings, weekends)
• Ideally a second screen but not essential

This is exactly the framework that I use in my own career developed over 20 years of selling tech and cloud products and services to companies from SMB to Enterprise, direct and via channel partners.

Note: This is a pre-recorded power hour session that I'll be guiding you through - so you can complete it when you want and as many times as you want.

My promise to you:

After these 60 minutes you will have built a prospecting calendar and scheduled the prospecting blocks for the next three months.

Why a power hour?

As a salesperson I like my own learning to have three things:

• I want to learn from other salespeople - people that are dealing with the same challenges, making the same calls, building the same plans.
• I want to learn in quick bite sized chunks - no four day negotiating workshops
• I want to use real examples from my own pipeline - no theory

If you like to learn in the same way then you will love the Power Hour series.

100% refund guarantee: If after 60 minutes you have followed the working sessions and not created a prospecting calendar and scheduled in the prospecting blocks then I'll provide you a 100% refund - no questions asked.

If you like this Power Hour Format - why not explore the full SDR/AE coaching programme with over 30 hours of virtual mentoring available.