Prospecting isn't just about booking meetings. Every outreach builds market data to refine your approach and creates familiarity that makes future conversations more likely. Reps who see these wins feel productive even on days with no meetings booked.
Most people that struggle with prospecting and feel down about themselves after a long day are not playing the long game. So I wanna share perspective with you on 3 outcomes that you can go after that'll make you feel good about your day. Of course, number 1 is booking a qualified meeting. But if you pounded the phones all day, you sent a bunch of emails and you've been prospecting all week and you didn't get any qualified meetings, there's 2 other things that you for damn sure did do, or you had the opportunity to do and you may have overlooked. Number 2, market data. Market data is when you get information about an account. Maybe you're on the phone with somebody, they're not interested or they're not able to speak now. That is an opportunity to ask them a couple of questions to find out more information to make yourself more relevant the next time you reach out. This is how you build your territory, how you build your hypothesis about an account. Number 3, building familiarity. Every time you send an email, every time I hear your voice, Every time I hear your name, I read it on an email, I'm judging you and I'm making an assumption about whether or not I would want to interact with you or not. So every time you're prospecting, you are building familiarity, you're building a brand and authority for yourself, or you're at least having the opportunity to do that.
