Build a target list – start with inbound leads, closed deals, inactive customers, active customers, and high-probability prospects in the first quarter buying window
Set micro goals and follow the 30-day rule – Focus on small daily goals and trust that the hard work you put in now will pay off in the future, even if it sometimes feels like you’re standing still.
Remember the pain - promise yourself that you won't fall into the same trap again at the end of the year.
Accept and make prospecting a daily discipline. It’s not something you do when you “feel like” doing it, or when your sales pipeline is on life-threatening ground. It’s like working out.
You don’t go to the gym once, get in shape, and then be ghana telegram data done with it. You have to keep at it, keep working on it, and keep repeating it.
Remember: The number one reason sales fail is an empty sales pipeline, and the number one reason your sales pipeline is empty is that you’re not prospecting every day, every day, every day.
Eric in Lewiston, Maine asked how to use last year’s data to develop an accurate sales plan and evaluate software tools (like CRM and ZoomInfo) to achieve those goals.
Sales planning is critical—without a roadmap, you can only hope that revenue goals magically happen. If you don’t have clearly defined performance metrics—like call activity, lead generation, conversion rate, or daily lead goals—then you don’t really have a plan.
Looking back at last year: Which metrics matter?
Eric wants to know which metrics from last year he and his team should analyze in order to set goals for this year. The short answer is all of them, if they are important to your business goals.