In this short sales‑training video, Ryan Dohrn explains why many salespeople waste half of their prospecting time by trying to research prospects while they are calling or emailing. He shares his personal workflow to eliminate this inefficiency: he reserves two dedicated prospecting windows each day (11 am and 4 pm) when decision‑makers are least likely to schedule meetings, and he spends Friday afternoons conducting all prospect research for the upcoming week. The researched information is entered into his CRM beforehand, allowing him to focus solely on outreach during the prospecting blocks. Dohrn reinforces the tip with industry statistics (50 % of sales time is unproductive) and positions the method as a repeatable, scalable habit. He closes with a brief self‑promotion, offering speaking and training services.
Chapters
Hey friends, Ryan Dohrn here, your global sales and marketing coach, and this week's tip is all about unproductive prospecting. It happens a lot to all of us. Did you know, according to the B2B Lead, defining your prospecting process is mission critical? Did you know that 50% of sales time is wasted on unproductive prospecting? And I know the reason why, and that's because you're researching while you're prospecting. See, one of the things I do, as you've heard me talk about for years, is I, I prospect at 11 and 4. And I prospect at 11 and 4 because most people don't book meetings at 11. They don't want to interrupt their lunch. Most people don't book meetings at 4 because they don't want to interrupt going home. So I've got 2 hours of my day that are dedicated to prospecting. I don't have time to research during that prospecting block. So instead, what I do is I dedicate time on Friday afternoons to research. for the prospects I'm going to be calling on next week. Then I add those notes into my CRM so that when I'm in that prospecting time block, I'm able to stay focused. So the tip is to recognize you don't want to be unproductive in your prospecting, so research in advance so when it comes time to make those prospecting calls, to send those prospecting emails, the data about the clients is already in the CRM. Remember, friends, I mean, if sales was easy, everybody'd be doing it, and they're not. I mean, we're probably a little crazy for doing it every day, but we love it, right? Friends, sales is all about finding a career that has fed my family for the last 30 years, and I believe it's going to feed them for another 30 more. All right, if I can be of help to you, speak at your sales conference, train your team live on location— fully vaccinated, ready to get back out on the road— reach out to me over at Ryan Dohrn. .com. All right, friends, we'll see you next week.
