How to stay focused prospecting

Sup savages.


I am currently a MM AE at a SaaS company, been there about 2 years. The entire time I've been there, the amount of resources the company provides us to source deals are comically minimal. Almost 0 inbound leads, 0 SDR's for our market segment - every deal I've closed, I was the one who initially cold prospected into the account in order to book the first discovery call (slight brag? maybe. but also the honest truth).


After 2 years of doing all my own prospecting with hardly any support from my company, I am completely exhausted & unmotivated to do it anymore. Additionally, my accounts list has been exhausted and, surprise surprise, my company does not pay to get newly sourced leads/accounts lists.


I am at the point where if I do not have any calls with current customers or open opportunities, I don't really do much throughout the day. This is a terrible habit to get into, but I just cannot get myself to prospect on a consistent basis.


How do you manage to stay motivated on a daily basis? How frequently are you realistically prospecting on a weekly basis? What process do you follow that keeps you 'excited' to prospect? Any and all advice is appreciated!

๐Ÿ”Ž Prospecting
13
antiASKHOLE
Tycoon
8
Bravado's Resident Asshole
I keep thinking about that fat check or something that is going to change my family's lifestyle. I am always bored with Cold Calling/Prospecting, but I do it daily because it's necessary.
TennisandSales
Politicker
4
Head Of Sales
yikes. I know this feeling. it is the worst.

normally i need to change up my routine. change up my cadence or SOMETHING small that can give you a little jolt
Pachacuti
Politicker
3
They call me Daddy, Sales Daddy
Welcome to selling & sales. Most companies don't have SDRs or other lead gen. Most sales people do their own lead gen.

I get feeling burnt out a bit but that's sales-life. If you don't like it, there's always Marketing.

Helps to have outside interests and hobbies so your life insist 100% your job.
salesgolfer
Personal Narrative
3
Low Handicapper
Sounds like this just isn't a good fit. I know the job market out there is crazy, but if you're good at what you do (it sounds like it), then you may want to start looking.

Discipline comes a lot easier when there's alignment between you and the company. When there isn't, you're just trying to force the issue, and there aren't many good things that happen when you're forcing it.
GoBlue
Old School Bravo
1
National Account manager
Agreed salesgolfer. we get some leads and our product makes it easier to prospect.
FoodForSales
Politicker
2
AE
Its the little things done every day which turn into great things!
Sunbunny31
Politicker
2
Sr Sales Executive ๐Ÿฐ
Have you started looking for a new job? It sounds like you've saturated the market in your current role and position and you're not getting the support you need.

It's very hard to stay focused if you don't see change coming and you don't feel as though what you are doing is going to work or be useful.
SaaSsy
Politicker
2
AE
Ouch, I can understand how you feel, that's a big grind to keep doing long term. Are you performing well? Is it feasible to meet with leadership and present your #s and how much more you could close with an SDR dedicated to you? That's what you need to prove out is time saved and more ARR from paying for an SDR.

I like to prospect on Monday mornings - hate the day, hate early AM, etc. Just blast some music, treat myself to a fat Starbucks and find some gold.
CuriousFox
WR Officer
1
๐ŸฆŠ
A little time carved out each day helps in the long run too.
Kosta_Konfucius
Politicker
1
Sales Rep
Seems like you might be burnt out, I would take some vacation and more breaks throughout the day. There some great resources here to help too!
jefe
Arsonist
1
๐Ÿ
Focus on what you can do with your success, and put your head down.
Diablo
Politicker
0
Sr. AE
You are doing a great job so far. If I were you, I would take a time off, rejuvenate myself and restart again.
SoccerandSales
Big Shot
0
Account Executive
Prospecting is never going to be super exciting, in fact, it is the worst part of the job. If you are just researching, music helps me to keep spirits high. I have also found that standing when making cold calls somehow makes me come across better on the phone? Not sure of the science there, but the results sure do prove something changes
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