Podcast episode
My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)
30 Minutes to President's Club25 Aug 202639 min
Description
Three-time President’s Club winner Charlotte Johnson breaks down the exact prospecting process she uses to work her territory, prioritize the right accounts, and consistently build pipeline. She shares how she segments accounts, researches Tier 1 prospects, leverages signals and partners, writes messaging, and organizes her calendar so prospecting actually gets done. 🎯 Segment your territory by effort: Divide accounts into Signals, Tier 1s, and Volume so your time and personalization match the opportunity. 🤝 Use every path into Tier 1 accounts: Combine account research with internal connections, channel partners, previous conversations, and relevant trigger points to create warmer ways in. 📅 Turn prospecting into protected calendar blocks: Decide exactly which accounts you’ll work, link the necessary notes, time-box the activity, and treat prospecting time like a customer meeting. You’re one step closer to President’s Club!: 📓 Charly’s Sales Impact Planner: https://a.co/d/05wjAEhA 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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wouldn't hit my number to be honest, because usually with a tier one, you lose it a few times before you win it. So they're more longer term strategic accounts that I'm thinking about. I spend 35% of my time on my tier ones. And my research is 30 minutes plus. And the reason why “this research is always ongoing.” number. So these are very strategic accounts. I know them well. I have one in my head as an example that I know is about to be doing POCs with vendors. And so, they're probably not going to engage with us for the next six months. And so, they're just longer term ones that in the next two years, three years are going to start.
And I spoke about over here, the fact that they were 30 minutes plus, and I just want to go over what I mean from that, because I'm not just doing that one time researching. Obviously, I'm going to be looking into things like annual report, like you usually would. “you can use AI for this as well. You can pull out documentations, put it into” chat GBT or Claude. I want to understand how they make money. This one's really important as well, because especially for me selling to companies, when we're talking about downtime
So they told me their point of contact because I've been able to understand, okay, these guys are speaking to more senior people. Annual report and key findings, strategic priorities, any news, trigger events and then current tech and incumbents. Oh, you've got stakeholder map. What's this? “So then I'm mapping out my key contacts I need to go after.” These guys I've had a call with, I've already spoken to them, but they're just not the right people. And then I know the more senior people that I need to be going into. This is like my crown jewel of a prospect. And I can show you some of the outreach. I have it in my tier one part that I've been doing to her. And then underneath here, partner intel as well.
surface real risk and get deals moving again, and you can get it for free at the link in the show notes. So, to recap, your tier one accounts, you've got your three ways that you are trying to break into them. You've got the team link piece, which we talked about in your signals approach also. “You've got your partners, where you are working with your channel manager to try to identify” which IT consultant, basically, whether it is Softcat, Phoenix, CDW, Bytes, or another one, has the strongest relationship, and you're trying to leverage that as a way to get an introduction there. And then you've also got... It's a message.
closed one with another rep, Billy, in your team. Do you want to work on this account together? It sounds like... Got it. Because the SoftNet, Phoenix, et cetera, they're incentivized to get their customers to spend, obviously, in a way that solves their problem. “you call the rep who oversees the account, and you're almost like co-working an opportunity” together. The rep has interest to work with you, and you almost sell them on it by saying, we literally just made somebody else on your team some money, want to work this with me. Exactly. And you have to be smart about it, because if you think about it, how many IT solutions are they that Mr. or Ms. Prospect is going to be transacting through them?