Brian LaManna walks through how SaaS account executives should structure their day: review active deals each morning, batch your follow-ups and case studies into one 30-40 minute block, then time-block empty calendar slots for specific prospecting tasks. The point is to avoid context switching and focus on closing deals and building pipeline.
The first thing I do every single day, I call it my like plays of the day. But I go through every single one of my active opportunities and I simply ask myself, hey, this opportunity with Trent Dressel, is there anything I can do Thursday, June 15th to advance this deal? Could I send a case study? Could I multi thread somebody else at the account? Could I confirm the meeting for next Monday? If yes, I mark it down as an action item for the day. If no, I move on to the next and I basically build this to do list first thing for the day when I'm really fresh, I just woke up, had some water, worked out whatever else, and I'm thinking really creatively about how I can advance all my deals. The second thing I then do is I execute all of those plays of the day in a row, right? So I'm not context switching. I'm able to crank out five to seven emails or maybe value touches that I want to get out for those deals. And, and I do them in 30 or 40 minutes really efficiently, right? If I do those two things it might be 9am and I have the rest of the day free to actually focus on one, executing any meetings on my calendar and number two, prospecting and putting my time into creating new pipeline. So from there I actually look at my calendar for just day of and any white space I have, I time block it for prospecting activities and and I get ultra specific. So If I have 12 to 1 free I might say make 15 dials. If I have 3 to 330 free I might say get 2 new accounts in sequence. The rest of it's just actually holding yourself accountable, following through and trying your very best to actually execute what you planned out when you're able to think through it really efficiently first thing in the morning. So really end of the day the goal is just spending as much to time as much time as possible within those two categories.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
