Podcast episode
Close More Deals with Ninja-Like Operational Efficiency (Grace Presnick @ Outreach)
30 Minutes to President's Club5 Dec 202330 min
Description
But wait! Want more from Grace & Outreach? Check out the 30MPC X Outreach: 1 Sequence to Create and 5 Templates to Close FOUR ACTIONABLE TAKEAWAYS Brainstorm how you're going to advance each of your opportunities before you have your pipeline review with your manager. Don't show up like a deer in headlights. Block time for immediately after your pipeline reviews to take action on the things you agreed to do to drive your deals forward. Structure your forecast calls - cover updates, health scores, next steps, amount, and close dates. Avoid spending the entire time on one deal by scheduling big bets calls for complex deal reviews. Utilize a zero inbox strategy by organizing your inbox into action items, read through later, awaiting a reply. PATH TO PRESIDENT’S CLUB Senior Account Executive @ Outreach Commercial Account Executive @ Outreach Enterprise Account Executive @ Dell EMC Account Executive @ Nasuni RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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In the mornings, I'm going through my inbox, I'm sifting it through. I use the zero inbox strategy by Jeff Sue. It is like super hot topic on my team right now, if you haven't looked into that. But it allows me to basically like categorize my inbox and then put it into action. So then that feels like I get a quick win. “And then later in the day or in the week, I'm have like an actual two hour block to” do prospecting. And that is in outreach, I'm cold calling, I'm emailing, I'm sequencing, I'm going back to my SDR routes. So there's a lot of different things to do all the time. But when I think about those four blocks, and those four kind of disciplines of my job,
But different people do different things. How do you think about the strategy of where you place those blocks based on what you're doing? So a cold call thing, I'm the same way. If I'm doing an actual like call blitz, call block, it's going to be in the morning. It's going to be between eight and nine, latest nine to ten. Get it out of the way. But also like look at the data. “That's when people answer the highest chance of answering.” So yeah, definitely do that. Same with that inbox. I'm going through that first thing in the morning so that I feel like I get quick wins. I try to keep the bulk middle of my day between ten and three open for customer calls.
I love it. Grace, this has been a phenomenal interview, but we are running out of time here. And so we got to move to the last question. And the last question is this. We've talked about a lot of really great things that salespeople should be doing. Now I'm going to ask you about a shouldn't. And so the final question is, what's one bad habit that you see a lot of salespeople exhibiting that you think they need to because it hurts them more than it helps? “Don't wait until right before your pipeline call to update your next steps. It doesn't help you. It doesn't progress your deals, and it definitely doesn't help your manager. Take some time, be intentional, prepare, strategize so that you can add on to your preparation and strategy with another brain or two of your manager so that you can honestly just accelerate your deals and close more deals.” Grace, thank you so much for joining us. Everybody stick around for a 60 second recap coming up soon.
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