● Uncovering why juggling does not work
● How prioritizing will yield better results
● Importance of staying loyal to yourself
● Peek into veteran sales AE’s daily schedule
● Tips & Tricks on workflow
● Blitz idea
What we will cover:
● Choose an important task to focus on first in the morning
● Focus on 1 specific task at a time
● Keep email in check
● Set your “to do list” for the next day
Prioritization yields better results
● Give yourself daily goals for each task: ○ i.e 10 renewals, 20 NEW phone calls, 20 NEW opportunities in
Salesforce, work on proposals, additional touches ( Big/New client) & set
goals for tomorrow.
● Stick to your Calendar & Tasks in SF
Stay loyal to yourself
● Block off time on your calendar
● All renewals should be completed the 1st week of the month
● Don’t allow yourself to get sucked into customer service issue
Stay loyal to yourself
7:30-9:30 am
● Read and return emails
● Check my Google calendar and My Account/the live TK site for services that were supposed to renew, expire, upsell or new
● Email Strategy Specialist/SOSS with integration errors
● Check unconverted Leads filter in Salesforce for new leads that haven't been turned into Accounts and call/email
● Check Opportunities filter in Salesforce for any changes
● Send manual email through Gmail to outstanding e-signs
Karla Setser’s workflow: Early morning
9:30 am ● Call the e-signs that are still outstanding and tell them it's needed ASAP and
expires soon and will have to be redone if they don't sign it ASAP
10:00 am - noon ● Work new: I work backwards through my gmail (working most recent emails
first) and also backwards through My Accounts filter in Salesforce (most recent items first) with phone calls and emails
● Work renewals: call and email from my printed out pre-prepped sheets with annual stats and storefront analysis (I do this on my own each month - about 10 hours of prep work done outside of selling time)
Karla Setser’s workflow: Mid-morning
1 pm - 5 pm
● Continue to work new: My Accounts filter in Salesforce (most recent items first) with phone calls and emails
● Tend to have more renewal phone calls earlier in the month: on Monday’s
● Renewal phone calls each last from 30 minutes to an hour where I review:○ My Account: Wedding Pro’s responses to couples○ Make sure they have a head shot/bio○ Review viewings of their TK page and conversions○ Check their website○ Check TK live listing and links on their Storefront○ Check # of reviews they have toward BOW, share latest market info,
etc.
Karla Setser’s workflow: Afternoon
7am - 9am● Respond to emails overnight● Check SF - Leads filter● Call /email ASAP● Prospect for 45min everyday
9am - noon● Review calendar & tasks in SF● Check pending Echosigns● Make follow up phone calls /log calls/follow-up/emails for pending Echosigns● Send emails out to prospects based on category blitzes, time of year,
freemiums
1pm - 5pm● Add in notes to prospects/leads that have now been entered into SF (from my
AM prospecting)● Send out proposals/follow-up to calls and emails I had in the AM ● Set goals & tasks for the following day
Denise Bell’s workflow:
9am- noon
● Check calendar ● Respond to emails overnight● Manage all customer service requests● Look at SF Dashboard● Review tasks in SF for the day● Call on pending Echosigns and send FINAL WARNING emails to pending
Echosigns● Call / Send follow up emails for renewals
1pm-5pm
● Look at all Opportunities for NEW Sales● Call/send follow up emails for prospects who I have opportunities out for● Send follow-up proposals to any INBOUND leads ● Prospect for 1-2 hours● Send an initial intro email one-by-one to new prospects
Julie Johnston’s workflow:
1st of each quarter● Get an updated current client list - SF under reports● Send “check in” email blast to see if they need any assistance
End of month:● If I’m ahead of budget, I go through my markets & categories to see if
Storefronts are missing a main photo or need to update photo● Send to my SS
1 month prior to BOW:● Send out a personal email to clients letting them know how many more
reviews they need to qualify
Magazine sale date:● Send an email blast to all magazine clients letting them know magazines are
now on newsstands & if they need any additional copies
Christina Emerson’s workflow: Tips
Monday or Tuesday only: ● Pull a report of prospects and clean up list ● Set up Tout email blast to be sent for Tuesday or Thursday morning
1st day of the month: ● Filter renewals by end date for the month in SF ● Call & send out all initial renewal emails asap with a deadline on when
Echosign will be sent● Make tasks in SF for renewal deadlines
Julie Johnston’s workflow: Tips
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