The meeting focused on best practices for building a personal sales prospecting process, with a specific emphasis on outbound calls, voicemail strategies, and effective follow-up routines.
Attendees discussed using tools like scripts and tracking sheets to support consistent performance and reduce reliance on memory or improvisation.
There was consensus on owning one’s sales process rather than blaming other departments (e.g., marketing) for missed targets.
No final decisions were made, but practical next steps were suggested for implementing and refining personalized sales processes.
Action Items
Create a personal flip chart or cheat sheet with voicemail scripts and process steps (All sales team members, ongoing)
Spend a day identifying and compiling a comprehensive list of prospect leads (All sales team members, as needed)
Reach out to marketing to source additional lead lists and discuss strategies for self-generated leads (All sales team members, as needed)
Map out individual sales process steps and review with Matt or in a private session if desired (Peggy/other interested participants, as desired)
Prospecting Process Best Practices
Salespeople should not rely on company processes to guide their success; personal ownership is essential.
Use concise, attention-grabbing voicemail scripts with personal touches (e.g., including your name and mobile number in the subject line).
Avoid frequent callbacks; instead, space out prospecting calls (e.g., once every three months per prospect) and focus on a larger volume of new contacts.
Maintain a tracking sheet or flip chart with prepared scripts to streamline voicemails and ensure professionalism.
Leverage marketing as a resource to obtain lead lists and brainstorm outreach strategies, rather than blaming them for lack of leads.
Focus initial outreach on building relationships rather than making a sale; use insights and questions to uncover issues or goals that matter to the prospect.
Sales Follow-Up and Process Refinement
Once initial contact is made, follow up appropriately based on prospect engagement (e.g., after sending a link or pricing, schedule a follow-up after seven days).
Ask questions that uncover meaningful problems or desired outcomes for the prospect. Monetize the problem where possible to underscore value.
Accept when a prospect’s problem or potential savings is not a high enough priority—document the outcome and set a reminder to follow up after a meaningful interval (e.g., six months).
Consistency and emotionally detached execution of the process are vital; avoid overreacting to short-term wins or losses.
Decisions
No formal decisions were made during this call.
Open Questions / Follow-Ups
Are there additional resources or templates that can be shared to help salespeople build their personal tracking sheets and voicemail scripts?
Will there be a follow-up session to review individual processes and provide coaching feedback?