Sometimes, all it takes to have a strong pipeline is having a well-organized routine. Since it’s summer, you may be getting a bit hectic and find it hard to do this.
I’m going back to episode 1600 with my guest, William Padilla, Mid-Market Account Executive, who shares how he structures his day to reach his goals. His advice will help you understand how being well-organized can be impactful to your work.
Meet Will Padilla
- During the interview, Will shared how he started as a regular sales guy with the tech company, GRIN. He went on to become a top-performing sales agent and an account executive for the company within two years. Now, he is a mid-market account executive for the company, Aspire.
Planning And Prepping Your Day
- Don’t go into your day winging what you plan to do. For example, Will realized he was too distracted and hit his metrics only by scrambling on a Friday afternoon.
- He decided to structure his day, achieving all his late-stage interactions in the morning to reserve his afternoons entirely for prospecting.
Adapting Your Approach For More Clients
- BDR roles are fairly science-based because they focus on meeting metrics and quotas. When Will needed to book eight demos per month, he quickly realized that not every cold call was a qualified demo. He would ensure that at least four cold calls were set up each week with qualified leads.
- Whatever demo number you need to hit, book double to ensure enough opportunities to reach your quota. Implement the 5×5 rule – don’t log off for the day unless you have five new companies to prospect and five contacts within each company.
Be Like Batman And Robin: Work With Your AE
- As a BDR, understand that your account executive is your teammate. So sometimes, it helps to be friends.
- By establishing a working relationship with your Account Executive (AE), you increase the likelihood of both of you succeeding, as your success largely depends on one another.
“I wouldn’t say I’m more talented than the next seller; I’m just more structured.” - Will Padilla.
Resources
Follow Will on LinkedIn and TikTok. If you like more guidance with improving your sales skills, join my Sales Mastermind Class. Thinking about starting a podcast yourself? Learn more about Blue Mango Studios.
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
2. This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
3. This episode is brought to you in part by the TSE Sales Foundation.
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