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How do you plan your outreach when prospecting?

I was talking to my buddy who is also in sales about how whenever I prospect I do all the research up front, and edit all the templates in the sequence before I start executing. He told me he works differently - he does quick research, decides the sequence and then every time he is completing his tasks he fills in the blanks of the email templates. both of us are successful in our roles, but I thought it was interesting that we had a very different approach.Β 

Curious what the vets on here recommend.

🧠 Advice
πŸ’Ό Productivity
πŸ”Ž Prospecting
7
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
I recommend that you give your dogs several walks a day, and be sure to say "ooooo big stretch" every time they stretch. Scritches are mandatory and may be given as many times as you desire.

As for your outbound workflow: I can see a world where both you and your buddy's methods are equally effective. However, I'd leverage you buddy in more high-touch applications and yours in a more strategic environment.

I've trended towards high-touch environments lately, and the quick-hit 5-minute research and simple personalization have been far more effective in getting replies and bookings for my team.
Diablo
Politicker
+7
AE
Powerful caffeinated answer βœ…
Flippinghubs
Opinionated
+7
Account Executive
This is the wayΒ 
Diablo
Politicker
+7
AE
Hey @salerΒ no two people are same interms of thinking, working style etc.Β 

For me, I would decide on the time to spend depending upon the business type I'm targetting (SMB/MM/Ent), their top line, ARR they are going to contribute and so on.Β 

For enterprise and some MM, definitely I will do high touch outreach with core personalization. It is all about A/B and coming out with the best solution that's working for an individual.
CharmingSalesGal
Politicker
+8
Account Executive
I'm with you, I like to put in the work upfront before executing. Mind you, some people tend to take too much time putting in the work upfront but if you have a good process and it's efficient, stick with it!
dwightyouignorantsale
Politicker
+7
Manager, Sales
I don’t think it matters whether you do research beforehand vs during your sequences… as long as you are doing the research.
E_Money
Politicker
+11
Outbound Sales Manager- US
It really depends on the product/sales org as well. I have worked for SaaS companies where not a lot of research was needed up front and then you cater the messaging to stakeholders and for companies with really complex product offerings where you need to do a lot of research up front to place different prospects.
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