We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons.
One, we like the company of doing this together. Salespeople are often lone rangers, making calls and sending emails and linking in but it sure is nice to have our team to celebrate or to complain to and more importantly, to share experiences with and learn from.
Secondly, a call blitz puts a scheduled time on everyone’s calendars for just that one activity – sales prospecting outreach and conversations. Everyone gets to decide how they are going to approach this but we do provide a recommended direction and tools.
Third, let’s face it, sometimes life and work get in the way and our sales prospecting time is taken away when we must take care of current clients. Call blitzes put a discipline and structure to this necessary sales activity of sales prospecting.
Fourth, when our team collectively puts a lot of outreaches into the universe, that is also a form of branding – we are getting the word out!
Fifth, the team gets together after the blitz and can brag or commiserate, but still share best (and maybe not so great) sales prospecting practices.
Here are some suggestions on how to run a successful sales blitz.
- Create a theme and develop a really good email campaign with that theme and send it to the targeted audience you are trying to reach. Our email campaign featured an offer for a free workshop - Roadmap for Success in 2022, that we could deliver for prospects and their teams. We sent the email out several times prior to the calling blitz in the hopes there would be some recognition when we called.
- Make sure the emails come from the person calling if you can. We have our database segmented by salesperson and sent the same email but it was customized with their name and sig and calendar link and sent just to their prospect list.
- Make sure your team knows this is a commitment of time and it is on their calendar. They must honor it and plan to provide a recap at the Post Blitz Zoom meeting.
- Track it – which we do weekly anyways. Here’s an example of our weekly sales activities summary but we press activity reports out daily. The sales prospecting calling blitz is not reported here and will make this week look low. (Names covered to protect the innocent!)
Have some fun when you get together for the Post Blitz Zoom. Have each person share their experiences, talk about what to do next, and celebrate the effort. Our calling blitz was for 90 minutes and the Post Blitz Zoom only took about half an hour. We had some great energetic stories and sharing going on – invaluable! We will rinse and repeat in 2022, you can bet on that.
Now it’s your turn to schedule a sales prospecting blitz with your team. Let us know if we can help!