Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Top-earning sales pros set aside time early each morning or late each afternoon to attack important nonselling activities before the demands of the sales day kick in or after they've been addressed. They use the Platinum Hours for: Building prospecting lists Research Precall planning Developing proposals and presentations Creating contracts and getting approval Social selling activities E-mail prospecting Prospect research and call objective planning Planning and organization Administration and reports Responding to e-mail Calendar management CRM management The objective of the Platinum Hours is to set up your sales day so that all of your focus can be spent on high-value selling activities.