Outbound software Sales AE, whats your routine like?

Hi fellow hunters,


Whats your routine like? what do you do to keep your pipline from drying up?


I'm going through a dry spell with my pipline ...


I think my problem is discipline, time & prioty management. I always driff away from my prospecting activities to deal with other matters.

🎈 Mentorship
🔎 Prospecting
☁️ Software Tech
12
paddy
WR Officer
13
Director of Business Development
My routine? Wake up at 5am, cup of Kahlua with one shot of espresso by 6am, intern cigarette eyelid burns at 7am, cold calling by 8am. If you do these things, you'll see your pipeline start to magically grow. 
FlintIronstag
Notorious Answer
3
Chief Marketing Officer
Focus on how you get paid. You've identified what's holding you back, now take action against it. Since you're a prospector, focus on that. Anything additional work activities that don't allow you to do that 100% should be discarded. Good luck!
CuriousFox
WR Officer
3
🦊
Great to do if they can actually discard the other activities. Full cycle AE's often get stuck with a ton of unavoidable admin tasks, customer problems, etc.
ChunkyButters
Tycoon
2
AE
Fuck this is so real. Prep meetings, internal meetings, syncs with my SDRs, syncs with SEs. Admin tasks bog me down terribly and I typically try and get them done outside market hours.
ChunkyButters
Tycoon
1
AE
On Friday I create blocks for the following week for prospecting on my calendar. Sometimes it's just 30-40 minutes, sometimes it 2x 1h blocks depending on how busy that day is. Then actually committing to that time. 


You can't pass because you have something else, treat it like a meeting. I try and average 20-30 calls a day and 20-30 emails a day. Usually have 1-2 discoveries and 1-2 demos plus preps and internal meetings every day on top of prospecting, so I'm busy. My day starts at around 730am and ends around 530/6pm. 

It's not about finding time, it's about MAKING and COMITTING to the time. Prospecting sucks, but without it you end up with a dry pipeline. I like commission more than I hate prospecting.
LegacySoftware
Opinionated
1
Strategic Account Executive
I couldn't agree more. 

I enforce time blocks for each of my reps for the following:
- end of week self-reflection
- every-morning review of the "news" in your industry (have 3-5 sites that are posting M&A activity, or other buyer triggers
- passive prospecting inspection - saved searches on ZoomInfo and Sales Navigator
- list building
- Cold-outreach
- Review of marketing inbounds, where they all sit in the funnel

Be sure and have sequences ready to take on each of your new prospect persona. if you're targetted enough in your sequences - you can automate the first email, and be ready to follow-up with a call.
BmajoR
Arsonist
1
Account Executive
I make blocks of time where nothing except the most urgent matters can interrupt my prospecting activates. I also break my tasks down to hour chunks at most, otherwise I have a hard time staying focused. 
NorthernSalesGuru
Politicker
1
Manager, Outbound Sales
This question is tough to answer without knowing the nature of your industry, deal size and ICP. I’m an outbound guy but I have BDRs. If my pipe is dry, I run cadences with a combination of emails and Vidyards and have my BDRs call on the engagement. Connect rates are much higher and as a result so are conversions
GreenSide
Politicker
1
Sales manager
"Do sharks complain about Monday? No. They're up early biting stuff, chasing shit, being scary, and reminding everyone they're a fucking shark."

Same as sales. You already identified your weakness (discipline, time & priority management). Everyone has off days or even weeks, but you gotta just do it. Having a routine is good, but if your discipline is lacking and you're just not doing anything, get out there and just start. You'll learn the best routine for your own schedule.
SaaSam
Politicker
0
Account Executive
Top of funnel man. Set a number for top of funnel activities and make sure you hit it regardless of what you have going on that day.
breezyboiii
Politicker
0
Sales Boiii
Wake up...
Grab a brush and put a little make-up...
Hide the scars to fade away the shake-up

Why'd you leave the keys upon the table?
Here you go create another fable.

But on a serious note. 
Create a priorities list by either writing it down or mentally remembering it.

Dedicating time and completing the top priorities (depending on what they are) will usually mean that i'm in a better position for the next day or whatever.

Being in a dryspell sucks so sometime the priority then is to just get yourself in the right position to go out there and hit the phones again.
DatSaaS
Executive
0
Sales Executive
Time blocking. Close out slack. Knock out your shitty tasks first then go on to things you like to do.
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If you join a SaaS company and thrive at the beginning due to inbound leads and good SDR and then sales start going down due to a change of SDR and less inbounds, does that mean you’re not a competent sales person or does it mean it’s time to move on to another company?

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