#602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)

0:00Charlotte Johnson: Today we are sitting down with multiple-time President's Club winner, Charlie Johnson, and she is going to be showing us her exact prospecting process. Everything from how she segments her accounts, to the emails and the LinkedIn messages she is sending, to her referral strategy, to her channel partner strategy, even how she re-engages closed loss deals and what she is saying to those people. Charlie is one of the best prospectors that I have ever met, and she's literally screen sharing everything that she is doing to build Pipeline in this video. And so let's dive in. Charlie, welcome to the show.

0:31Charlotte Johnson: What are we covering today? How to work my territory and build pipeline. We all know how tough this market is right now, especially compared to a couple of years ago. And booking meetings is harder than ever, but not impossible. So we need to be way more deliberate with our time. And so there's three topics I'm going to be covering today. The first one is how I actually segment my territory, the exact framework. The second one is a deep dive into each segment. And then the final one is how to actually action it. And I'll share my screen and go through calendars to show you how I organize my time to make sure you actually do PG.

1:05One of the benefits of me recently joining Rubric is that I have had to kind of rebuild my PG process from scratch, selling a new product, new industry, new persona. It's a really complex product. And so I'm literally just gonna walk through everything I've learned, the mistakes I've made in the past eight months.

1:25Charlotte Johnson: Amazing. Well, let's dive in. Let's get started. So there's kind of three ways I break out my segments. So the first one is signals. Second one is our tier ones. And the final one is our volume. And so these are the three segments I use. And just to explain a little bit what they are first before we kind of deep dive into anyone. A signal is essentially someone who's more likely to engage because they already know us in some kind of way. and so I'm going to put two eyeballs because they already know us and they're familiar with us maybe they used to set a previous company follow us on LinkedIn they're a closed lost opportunity essentially in today's market it's really really difficult to not only book a cold new prospect but also convert them into a closed one and so people who are familiar with us are just way more likely to firstly take that meeting but secondly also close to revenue I'm spending around 50 % of my time on signals and I'm spending research time of like five minutes to 15 and the reason why there's kind of a disparity in this part here is that obviously within your signals you're going to have different tiers so if I think about my tier ones I'm probably going to be spending that 15 minutes on them if I think about that tier two I might be spending 10 and then my tier three within my signals I'm probably spending about five minutes so depending on what tier is within those signals is kind of depending on the time I'm spending as well.

2:58Charlotte Johnson: So these are your three different buckets that you put your entire territory into. You've got your signals, you've got your tier ones, and you've got your more volume-based approach accounts. Approximately how many accounts are in your territory? And then could you just give a brief description of like, these aren't like SMBs where it's like 10 people. These are like much larger enterprises is my understanding. I have about 100 accounts in my pack probably maybe like 20 are tier ones then i have um a good chunk of tier twos and then the rest of tier threes i don't really work tier threes unless they're part of like a i don't know a volume campaign and they fit within that industry i'm not actively targeting um them to be honest most of my time is on those signals and tier ones i really want to see like what you're actually sending to these accounts yeah let's do it and so for the tier ones like i mentioned like these are ones that are like large volume of data for us which means a large amount of revenue that we get from them these are accounts that i'm going to be hitting my quarter with maybe even my number with these accounts they're really really large ones um and so these dollars dollar dollar but they're way way harder to get into and if i spent all of my time on a tier one I probably wouldn't hit my number to be honest because usually with a tier one you lose it a few times before you win it so they're more longer term strategic accounts that I'm thinking about.

4:26I spend 35 % of my time on my tier ones and my research is 30 minutes plus and the reason why I say plus is this research is always ongoing and again these are ones that can hit my annual number so these are very strategic accounts um i know them well i have one in my head as an example that i know is about to be doing pocs with vendors and so they're probably not going to engage with us for the next six months and so they're just longer term ones that in the next two years three years are going to start paying back dividends for my role or i can really start to exceed my target and then volume they're the rest of my patch and i break them into a lot of industry for me specifically our space is very industry driven and if you know an industry well you can really start to sound like an expert so maybe a law firm gets hacked or maybe I've spoken to a lot of housing associations I'm noticing a really common trend across them that's who I'm going to be having in my volumes and then my tier twos and some tier threes as well but yeah they're just big cooling cool outs and things like that.

5:35PG time I'm spending 15 % of my time on here. 15 % is probably a little bit generous as well, but I work with an SDR who is targeted on number of meetings as well as ops. So we do need to get that volume in together as well. So this is going to help with kind of the smaller lands that will help me kind of get to my number, but also helping him as well. And I am spending two to five minutes on these big industry plays. I might read up about a specific attack and then that's going to be my talk track for these. I just have an Excel list and I'm just shooting through them.

6:12Charlotte Johnson: So these are the three different buckets of your territory. You want to start with signals and go deep on how you work those? They're going to be things like previous conversations. It will be like a closed off opportunity. Maybe they've used us at a previous company. Maybe they follow us on LinkedIn or they've met us at an event again there's that huge familiarity with us how I structure my outreach with signals is it's a lot more cool heavy but I literally have a spreadsheet where I have all of my clothes lost opportunities and then I just have my notes on them and then I just pick up the phone that's a phone not a macaroni and I just call through them and I have all my research done and that's that with them so I literally just have an account list of all my closed loft ops um I have the company their name their title any old op notes that I need and then linkedin url in case I want to research them and the number there the number I copy and I paste it into outreach and I just call them or I'll get my phone and literally just call them like that I will email them as well and I'll show you what that looks like for me from a volume perspective but a lot of my outreach is calling and I'll get the SDR that I work with Sam I'll get him also he has access to this so if he has a spare 30 minutes he'll just call through them as well.

7:31Charlotte Johnson: Can you give me an example of what you might say when you're calling through this list Charlie so I don't know if you want to use one of the the first examples where it looks like multi-workload op there were five op cycles total you got the name of the person who it looks like chose a competitor like you call them what do you say i'll be like hey tim um we spoke to you last year um around your cloud environment and your m365 environment i know you guys were moving to the cloud do you have a second and they'll say yes and i'll be like look i know when you previously spoke to us um we were speaking to phil and you guys had droover at the time and the challenges you had with droover was as you migrate to the cloud you didn't feel like it had as much security and protection for if you were hit by a cyber attack.

8:16What we're seeing at the moment is as people shift to the cloud environment, they're authenticating a lot of their critical applications through Entra. And if they're to be hit by a cyber attack, rebuilding their Entra environment is what is taking them one to two weeks. I'm guessing this is a topic you're thinking about as identity recovery is massive in the space right now. Does it make sense for me to speak another or call back another time when I've not called you out the blue?

8:42Charlotte Johnson: Something like that. And how much does that pitch adjust like i guess are you doing a lot of prep before these dials or are you just like kind of glancing and being like here's two bullets of what we talked about before and using a similar type of pitch again and again just winging it i'm just calling and i'm being natural i'm not over prepping them to be honest um i was definitely that person previously who over prepped like crazy i remember at my first company i used to spend so long creating a pitch like ages and ages and I'd read it and if that sounded really scripted and it was so perfect and it just wasn't me and I just think the easiest way to do it is just have phone them up and just have a chat if someone's open to talking to you they're going to talk to you and if they're not they're not so I just think sometimes just pick up the phone just you don't need to over engineer it and for me I spot trends when I'm speaking to people I know um that identity recovery is just It's a massive topic in the UK since the M &S attack, Jaguar Land Rover.

9:45That is what made them literally offline for weeks and weeks, cost them hundreds of millions of pounds. So they're all familiar with this story and they all need this solution, which is why I focus on that as a starting point to get them interested.

10:01Charlotte Johnson: Can you recap the signals you were looking for? I know Closed Lost is one, but there were some others you mentioned earlier. My main one I'm doing at the moment is Closed Lost. that one's huge for us as well um but if i find other ones i'll just add them to the bottom of this list so once i've exhausted this list which i just haven't yet i will then probably go on to linkedin and use team link intro as a filter so if we go into a lead search you can add your account list into sales nav um and so you have all of the prospects within those accounts you can add in the relevant function as well. So for me, IT.

10:37And then you're just looking for connections of exec team link intro and team link intro. These ones are really powerful because they're connected with people. And so I can call them up and be like, hey, you're connected with quite a few people at Rubrics. I'm guessing you're familiar. And that's it. Yeah. Do you have a second?

10:57Charlotte Johnson: Today's show is brought to you by Proposify, the proposal management software designed to make every deal a closed deal. When you send a proposal to a prospect, include a video of yourself walking through the proposal because it's going to be shared with stakeholders beyond just your champion. You want to make it easy for those other people to digest and you want to be able to control the narrative with your presentation. And bonus, Proposify data shows that when buyers watch the video, it increases your chances of winning by over 3x. So do not let your proposals become a disappointing plot twist.

11:23Charlotte Johnson: Get our proposal success guide free in the show notes. Today's show is brought to you by Ambition, the coaching and performance platform helping sales leaders turn metrics into action. Did you know that sales orgs where the majority of reps are coached weekly are twice as likely to see high quota attainment than those who don't? And that is from Ambition's new state of sales coaching report that also found teams using a system like Ambition coach almost 60 % more frequently than those who don't have one. Now we built a toolkit with our friends in Ambition on how to actually use data to coach your team.

11:49Charlotte Johnson: Get it for free in the show notes. Today's show is brought to you by Pipedrive's easy to use and customizable CRM with built-in meeting intelligence. My favorite discovery question is the multiple choice question, which sounds like typically when I'm talking with folks like you, they're focused on A, B, or C, which is it for you? Now, A, B, and C have to be problems that you can solve because that's how you steer the conversation in the direction of places you can help them. Now, PipeDrive's built-in meeting intelligence helps you focus on your follow-up question, not on scrambling to take live notes.

12:18Charlotte Johnson: And we built a full discovery toolkit with them free in the 30MPC closers hub. There's a link in the show notes. You have 374 people that are connected with people currently at your company. And you don't even need to be connected with people at your company. Sales never smart enough to just pick up that rubric. These are the people there. Wow. So these aren't even because there's rubrics, a big company. There are people at your org who you probably have never spoken to. But this is literally showing you your prospects, your best prospects, who you can get a direct introduction to as opposed to you having to like blitz them with total cold outreach that they're just going to send to spam.

12:53And I will just message people in our team and just be like, hey, nice to meet you. I'm Talia. I'm in the UK mid-market team. Really random, but I saw you're connected to this person and I send them a link. And I'm like, do you know them well? And if they're like, yeah, I know them really well, I'll then say, do you mind messaging them? I'll give you the draft. And then I'll send them a draft. And if they're like, no, I don't know them, we connected. I'll be like, I haven't had a chance to connect with them. Do you mind me sending a draft? that'll make it way more cold orientated versus if they've had conversations before.

13:25It might be a situation of, oh, hey, I was catching up with a colleague and they mentioned that they've been reaching out to a GB group. I know you spoke to us previously or spoke to me last year about your cloud environment. Is this something you're thinking about again? Really easy chill.

13:40Charlotte Johnson: Let's move on to tier ones and we'll see what else we learn. For my tier ones, and we must continue with my lovely drawings. We've got a dollar note there. That's better than the phone. That's better than the phone. These are, again, those longer term investments. They're not quick wins. I've had meetings with some of my tier ones, but they are just nowhere near the end stage that I would need to be to convert them into a closed one. So they are just long term strategic ones and you'll probably lose them a few times before you win them, essentially. and I spoke about over here the fact that they were 30 minutes plus and I just want to go over what I mean from that because I'm not just doing that one-time researching obviously I'm going to be looking into things like annual report like you usually would and remember you can use AI for this as well you can pull out documentations put it into chat chubit or claude I want to understand how they make money.

14:40This one's really important as well because especially for me selling to companies when we're talking about downtime of their organization, if they make money and a critical system they are using is for us in sales it's things like Salesforce, right? So if you have an organization that has a massive sales team and their sales force is down, that's massive like criticality for that business so I need to understand how they make money and what that downtime implication of those critical systems would be for that organization and so you're going to do your usual things news hiring um you will know this stuff as well but on top of this I'm doing additional stuff and so I've already spoken about team link entry and I'll show you an example of how I've done this as well but I'm going to be doing some detective work here to understand previous conversations they've had and I'll give an example I was reaching out to this company and I had a few meetings with them but I needed to get to like the main decision maker because it wasn't really going anywhere and I found out through a colleague who was connected to him on LinkedIn that he'd spoken to us at a previous company he'd gone through a cyber attack the same attacker as the one who did M &S then I knew the messaging to go after and that he was very familiar with Rubrik and so I got all of that intel that detective intel from this colleague and then was able to reach out to that person directly to then book a meeting so it's just getting that intel another one is I'm very partner focused at Rubrik and we only transact through partners and so we have like four different partners that we work with and so I'm going to reach out to all of them and I'm going to do some detective work to see what are they purchasing through that partner how much intel can they give me and they might be able to tell me what that company is focused on maybe the challenges that they're speaking to them about maybe the key stakeholders who's raised a po previously and stuff like that so there's ongoing work there as

16:36Charlotte Johnson: well for the partner prospecting are these people that are helping you all like implement rubric are they like tech consultants that work with these large companies what are these partners like and then how do you like find who you should be talking to because this was something that I ran into when I sold ERP to law firms where it was like, yeah, we had partners, but I didn't know, like they didn't, none of the partners knew who I was and I didn't know how to actually like make contact with those people. And it's so true because if you think about it, like these are all the kind of big IT kind of partners we work with.

17:09And what they'll do is an IT organization will go to Softcat or they'll go to Phoenix. Maybe they'll go to a few of them, you know, and they'll purchase all of their tech through these partners so they don't have to go direct to the vendor and it will be everything I spoke to someone who sold them a fridge so it'll be everything from a fridge to a computer like literally everything to like their M365 entire environment which might be millions and so it's really interesting because me as a rep I have to do a bit of detective work because they're obviously going to say that they have a great relationship with them but I have to try and understand how much are they spending with them to try and understand which is the best partner to get the most credible insight out of.

17:55Charlotte Johnson: Because you want to go to, just to recap here, you might find a company that works with Softcat, Phoenix, Bytes. They work with multiple of these folks, but you want to understand which of the partners has the strongest relationship. If they're spending$10 with Bytes, but$10 million with Phoenix, you probably want to go in via Phoenix. Exactly. And internally at Rubrik, we have channel managers. And so I can reach out to my channel managers and be like, hey, who owns this account? And I'll give my SDR to do the same thing. We'll be like, let's go after these 10 accounts. He can then do the work with me.

18:32And then we'll find that rep. We'll call them up or something and just be like, hey, I've been reaching out to this company. We've got some previous conversations that have been going on and I'm going to be meeting them at an event. I just want to have some intel for me. And then I'm taking that and I'm putting it on a spreadsheet where I then have all my intel about it, all of my like high level company intel, partner intel and things like that. So I'll be able to understand, okay, they have a relationship. What is that relationship about and stuff like that?

19:01Charlotte Johnson: Give me a sense of what's in this perhaps. Overview here, understanding like what solution they're using, just like every other company, when they have a certain vendor in place, there are certain challenges that I know are highlighted with them active partner um again i'm saying that this partner claims to know more senior stakeholders within it so they told me their point of contacts i've been able to understand okay these guys are speaking to more senior people and your report and key findings strategic priorities um any news trigger events and then current tech and incumbents oh you've got what stakeholder map what's this so then i'm mapping out my key contacts i need to go after these guys i've had a call with i've already spoken to them um but they're just not the right people and then i know the more senior people that i need to be going into this is like my crown jewel of a prospect and i can show you some of the outreach i have it in my tier one part that i've been doing to her and then underneath here partner intel as well um so and i've got these two that i I know I've been working with them.

20:07And yeah.

20:07Charlotte Johnson: Can we go to messaging next? Just because I'm very eager to see. You have so much info on that page. And I know I've seen a lot of AEs have extremely complex details about their accounts and mapping. And they've read their annual report for ages. And then they like struggle to actually turn that into messaging that the buyer would actually like respond to. At the end of the day, you probably have maybe five common challenges you solve at your organization. you just need to find maybe three pieces or maximum five pieces of like trigger points that you can reference to then gain enough credibility to then convert them and that is it so even that sheet it's ongoing as I speak to partners and I'll update it but it's not paragraphs and paragraphs it's a one line so if I get onto the phone with Hannah I know exactly what I'm going to say um and so for this one um I know she's done a podcast that I've I say listened to I've skipped through it and I've listened to the main highlight part but then I know from speaking to their team that this is an important project and so I've referenced that in my first sentence and then I've referenced the fact that I've spoken to their team and they're moving these critical systems to the cloud as part of this program and then the reliance on Entra is then growing and then I go into a common challenge that everyone in the cyberspace knows around and then happy to like share what we're learning and then ps really liked your podcast she went from sales to forensic and security is a pretty interesting story but it just makes me stand out and i know she's read it and i know she'll be familiar with me eventually i get the meeting i actually got this advice from one of my college professors he said if someone asks you if you've read a book and you haven't read the whole thing say yes i've read in it meaning you've you've read pieces of it but not the whole thing And so I kind of take the same approach with this, where it's like, listen to the podcast and skip around.

22:04Charlotte Johnson: And all you need to do is find one nugget that you can cite. And if you end up getting a meeting with this VIP prospect, Charlie, my guess is you'll go back and you'll listen to the whole thing when you're when you're going for a walk or when you're at the gym. But it is a horrible waste of your time to spend an hour and a half listening to an interview to be able to send one quasi personalized message. Find a nugget. And then once you get the meeting, then you can listen to the whole thing. The next part I was going to go on to was the fact that part of my research is that I'm also looking at events and I'm trying to see my tier one prospects.

22:38Are they going to any industry events that either we're exhibiting at or I can just walk the floor and then hope to bump into them? So for this prospect, as an example, we were going to Infosec. We were exhibiting there and then I found out she was there. So I was like, great. So I said, hey, hopefully see you there. we spoke to your team about this um here's the challenge maybe we can grab five minutes and then message while she was at the event and bear in mind I went to the event as well so I'm still making sure that after the event that I'm following up and we actually managed to get a meeting with her but she had a clash and so she didn't show up and then again just some kind of almost deposit information like here's a really useful article that's being shared across your space right now.

23:25This is the attack path. Does it make sense to do a recovery workshop that we were planning with your team before?

23:30Charlotte Johnson: What is a recovery workshop? Because one thing that I'm noticing about this CTA is it is not just, hey, do you want to meet? Could you give a sense of what your offer or give a value is that you have here? Because I think it's a pro tip not a lot of folks are aware of. So within Rubric, we offer something to some people in our sales cycle called a cyber resilience workshop. And what that means is usually we go and we were planning to do this with their team because they're moving a lot of their data into the cloud and they don't have a clear insight into the risk there. Like if they were in a cyber attack, they don't know if all of their data is protected, what is sensitive there, what's not.

24:12And so after an attack, they'd be pretty screwed. And so we were going to go to their office, map out all of their critical systems and help them understand in a cyber incident, which are our tier zero or tier one apps, which are like the holy grail systems that you must have online after a cyber attack first. And what's the order that you would be recovering those systems and how would you do it today? The gap, potential cost of downtime, and we're going to help them understand the risks and everything. Completely vendor agnostic. Don't mention rubric once. But after that, we have a very good insight into their environment, the challenges.

24:50And to be honest, we don't offer that to everyone. That's for my tier one account because I need two SEs. We need to travel to their office. It's a lot of resources. But I know these guys, I've spoken to them, some of the lower levels. So I know it's something that we should be offering and they're going to get value out of it. They do this from a consultant. They're spending thousands and thousands and we'll just go and do it for free.

25:12Charlotte Johnson: Anything else on tier ones before we move to your volume approach? Find someone who's connected to someone at my tier one account. This is one that I did internally. And so I mentioned the fact that, look, this is the situation. Can I do a draft email for you? They're busy, so I have to nudge them a little bit. And then they're saying, yes, I had brief interaction with them. Can you send an email? Yes, sure. Here is the email. They send it, add their flair to it. And this is what got us a meeting with him. Today's show is brought to you by Proposify, the proposal management software designed to make every deal a closed deal.

25:49Charlotte Johnson: When you send a proposal to a prospect, include a video of yourself walking through the proposal because it's going to be shared with stakeholders beyond just your champion. You want to make it easy for those other people to digest, and you want to be able to control the narrative with your presentation. And bonus, Proposify data shows that when buyers watch the video, it increases your chances of winning by over 3x. So do not let your proposals become a disappointing plot twist. Get our proposal success guide free in the show notes. Today's show is brought to you by Ambition, the coaching and performance platform helping sales leaders turn metrics into action.

26:18Charlotte Johnson: Did you know that sales orgs where the majority of reps are coached weekly are twice as likely to see high quota attainment than those who don't? And that is from Ambition's new state of sales coaching report that also found teams using a system like Ambition coach almost 60 % more frequently than those who don't have one. Now we built a toolkit with our friends in Ambition on how to actually use data to coach your team. Get it for free in the show notes. today's show is brought to you by pipe drives easy to use and customizable crm with built-in meeting intelligence my favorite discovery question is the multiple choice question which sounds like typically when i'm talking with folks like you they're focused on a b or c which is it for you now a b and c have to be problems that you can solve because that's how you steer the conversation in the direction of places you can help them now pipe drives built-in meeting intelligence helps you focus on your follow-up question not on scrambling to take live notes and we built a full discovery toolkit with them free in the 30MPC closers hub.

27:09Charlotte Johnson: There's a link in the show notes. So to recap, your tier one accounts, you've got your three ways that you are trying to break into them. You've got the team link piece, which we talked about in your signals approach also. You've got your partners where you're working with your channel manager to try to identify which IT consultant, basically, whether it is soft cat phoenix cdw bytes or another one has the strongest relationship and you're trying to leverage that as a way to get an introduction there and then you've also got to message instead of me just gaining insight and prospecting like i can even be like can like they'll i'll be like do you have them on teams because they're all with microsoft and then it will be like can you just send them a teams message i'll draft it for you so you can get them to also get everyone else to do your work basically so you get your channel manager to message the consultant to then try to eventually message the CISO so I find out who the rep is and I'll message them directly on teams or I'll call them I'll find their number and I'll just call them um and then I'll set up if I'm on the phone with them like um they'll run I'll just be like hey like i'm working on an account i've been booking quite a lot of meetings in with similar accounts and we've just literally closed one with another rep um billy in your team um do you want to work on this account together it sounds like it's nice phoenix etc they're incentivized to get their customers to spend obviously in a way that solves their problem so you call the rep who oversees the account and you you're almost like co-working an opportunity together it's in your best interest to work with you and you you almost like sell them on it by saying we literally just made somebody else on your team some money want to work this with me exactly and you have to be smart about it because if you think about it how many it solutions are they that mr or miss prospect is going to be transacting through them like there's so many solutions and they're getting absolutely hounded by reps like me trying to do the same thing and so you have to be smart either reference like you've had a conversation with someone in that company before or the fact that we just closed a similar company and i know this industry is mega focused on x and then it just builds you enough credibility that they're like all right i'll give you some intel maybe they're not comfortable sending a message but a lot of the time they are because they know rubric and they know we're a great product and it doesn't hurt you know sending a team's message and what's the worst that can happen they don't get a reply let's talk about the volume what can we do as a volume lots of people yeah gotta stay up with the trend of drawing right so it's like a mass email based on a topic and that topic might be about um an attack that's just happened or it might be on a common attack path we're seeing and so in the industry as an example there's a guy called ollie whitehouse who does a weekly newsletter around cyber security and i just take his newsletter and I put it into Claude and I ask it to give me the trends.

30:17If there are trends for a certain industry or maybe even a certain persona, maybe there's some like regulatory changes coming out, I can then get Claude to be like pull all of the whatever law firms in my patch who, and I've fed claude already all of my zoom info contact numbers as well give me um the name um the the number and the email and claude can even draft um put the email into your drafts as well so it saves me time but i'm basically finding topics about something and i am focusing on that topic maybe for the next week or maybe next two weeks and i'll do it with my sdr as well so we'll do it together.

31:06So as an example, I've been speaking to a lot of housing associations at the moment, and I know there's a really common trend where they're moving a lot of their critical systems into the cloud like everyone else is, but it's really difficult for them to move some of their legacy housing platforms into the cloud as well. So I can reference that on the phone, and then they're thinking, oh, she really knows what's happening. That's happening with us as well. And then I'll talk about the challenges, and it's the exact same conversation, same story, same conversation just called through that list of people jones day um is a company that had a large law firm yeah exactly and so it's really well known and i'm gonna then contact every law firm in my pack and pretty much say the same messaging so this has no real like personalization right apart from you've probably read this attack right and this is the attack group that is been flagged by the FBI they were going after a lot of law firms and now they've gone after their first UK law firm so it's like this is a really big group that they'll know of and now they're shifting towards the UK so it's like crap this is the attack path they're using and most have backups in place I'm already addressing the objection you have a backup for these critical systems I know they're critical systems that I manage but even if you have the best backup in the world you can't get these systems back online until your identity layer is rebuilt which is what is taking companies weeks and i just blasted that out to every school or firm so now we understand how you segment your

32:41Charlotte Johnson: patch your territory we've understood the approach that you are using for each segment and looked at specific channels messages we've even talked about some call scripts the last piece i think we were going to talk about is how you actually fit all this in because you are not a full-time sdr you're negotiating contracts, you're showing demos, you're prepping solution engineers, you've got a life, you're married. My guess is there's not a lot of time for prospecting. So how do you actually fit this into your daily, weekly, monthly, quarterly sales schedule so that you build enough pipeline to be able to hit your number?

33:16Yeah, exactly. I'll show you an example, but what you have to start understanding is how long you spend on certain tasks. And this will take a little while if you don't do it I literally have a timer I time myself for everything in the saddest way possible um but I'm quite a distracted human so if I have a timer here and I'm like start doing something else I see it and I'm thinking shit I need to get back to my I need to get back to what I was doing before and so you can start to understand how long things take you and so for me I know that researching a tier one I probably need about 30 minutes when I'm executing those emails and LinkedIn steps I probably need an hour for that account for my closed lost calling I probably want about an hour and a half to call through them and for my volume I might want 30 minute blocks after calls and so what I'll then do is I'll go to my week so this is my next week I have a pretty free week next week which is absolutely lovely but I need to then fit in when those blocks are and this isn't just for my planning for prospecting I'll do this for everything so on a Friday I'll look at my next week and I'll start to understand all right what prospecting do I need to do what prep do I need to do for demos and I try and do like learning each week as well for enablements I need to try and find an hour somewhere in my calendar or 30 minutes worst case where I can make sure that I'm staying on top because it's such a complex product I need to stay on top of it and so what I'll do is I'll be like all right so I have my Monday morning meeting I have a 30 minute slot there why don't I grab Sam and do some calling with him on volume I will then add in as well the link to the sheet and so Sam knows which sheets to be calling from and so do I.

35:10I colour code different things I do whether it's like partner calls, custom meetings, things like that and then I'll save it and then I'll do this for all of my calls so maybe I'm like okay I have quite a big slot here, I'm going to do some of my clothes lost calling and again I'm being very prescriptive, I'm going to add the link into my calendar invite so I know exactly what to execute off and again I'm colour blocking. I am not booking over these, like these are treat them like meetings unless you have a massive deal that is critical do not book over these you need to be really strict with time I'm also not booking myself back to back to back to back because I know you have other stuff happening and then you just won't do it and again I'm gonna do that for my next day I'm a bit of an early riser so maybe at eight I want to do my research or and then i'll pick company a company b and i'll pick them in advance where i need my research for and again i'm color coding them this is my pg prep this is two companies i'm giving myself 30 minutes each i'm timing myself with my 30 minutes as well and then i'm doing that there i probably want to prep for this call here so maybe i'll put in a prep block and probably need to follow up and I might have a chance here later probably takes me about an hour per tier one to do all of the emails I don't just do the first email I do all the emails for the sequence email one email two email three so I do them all it probably would take me about two two hours to do both of them and I probably wouldn't block two hours back to back I would do an hour give myself five minutes to get a coffee and then do another hour like that otherwise you're just not staying focused But you can start to see how much time it's taking in your calendar to do PG.

36:54And I might want to leave a few slots open because I'll probably have other stuff I need to do. But yeah, then I'll do it maybe here and do company B emails. And again, I'm being prescriptive. This is the exact company. Never just put prospecting or PG. You just won't do it or you'll faff around and you just won't do stuff. I don't mind doing emails. I quite like crafting emails. What I'm not a big fan of is calling. so what I try and do is either I'll try and do it with someone or I'll do it first thing like I just have never I just don't think I'll ever love calling I don't think anyone does but you get on with it you know and here I'm calling my clothes lost maybe and so you can start to see I'm starting to build up my calendar with those greens I have pretty free week next week so I'm gonna get two companies done that week usually for my tier ones I probably only do one a week because I just do not have the capacity to do more.

37:49And I'm off Friday for a wedding, so I need to try and just get as much as I can done before the end of the quarter, and then I have my next quarter to hit. So I just need to be building as much pipeline as I can. But you can start to see how it just really makes you prescriptive. And the last thing I do is I have my planner, and each day I map out everything I need to do as well. So I have my top priorities for the day, my top three accounts that I'm targeting, whether that be an existing opportunity or PG, my quick tasks, my mid tasks, which are a bit longer, and then my deep focus, and then my reflection at the end of the day as well.

38:28And so I'm making sure that I'm mapping out my week, but each day I'm also keeping myself accountable with my planner.

38:35Charlotte Johnson: Well, Charlie, thank you for joining us. Folks, if you liked this episode one, we've got a link to the Sales Impact Planner in the description of this episode. Please go support charlie i also would love to hear in the comments of this episode what questions you have for charlie because we will go through those comments as the video and episode gets released and we will try to answer as many as possible and then we'll look at some of those themes and charlie hopefully i can steal some of your pg time away and we can do another part two of this episode so thank you for watching leave us a comment let us know your questions and we'll see you next time on 30 mpc today's show is brought to you by proposify the proposal management software designed to make every deal a closed deal.

39:11Charlotte Johnson: When you send a proposal to a prospect, include a video of yourself walking through the proposal because it's going to be shared with stakeholders beyond just your champion. You want to make it easy for those other people to digest and you want to be able to control the narrative with your presentation. And bonus, Proposify data shows that when buyers watch the video, it increases your chances of winning by over 3x. So do not let your proposals become a disappointing plot twist. Get our proposal success guide free in the show notes. Today's show is brought to you by Ambition, the coaching and performance platform helping sales leaders turn metrics into action.

39:41Charlotte Johnson: Did you know that sales orgs where the majority of reps are coached weekly are twice as likely to see high quota attainment than those who don't? And that is from Ambition's new state of sales coaching report that also found teams using a system like Ambition coach almost 60 % more frequently than those who don't have one. Now we built a toolkit with our friends in Ambition on how to actually use data to coach your team. Get it for free in the show notes. Today's show is brought to you by Pipedrive's easy to use and customizable CRM with built-in meeting intelligence. My favorite discovery question is the multiple choice question, which sounds like typically when I'm talking with folks like you, they're focused on A, B, or C, which is it for you?

40:15Charlotte Johnson: Now, A, B, and C have to be problems that you can solve because that's how you steer the conversation in the direction of places you can help them. Now, Pipedrive's built-in meeting intelligence helps you focus on your follow-up question, not on scrambling to take live notes. And we built a full discovery toolkit with them free in the 30MPC closers hub. There's a link in the show notes.