Naughty or Nice? Prospecting after the holiday season.

So, you didn’t get that Q4 bonus you always wanted, but then again who did after the year we just had. Still, stuffed on holiday and eggnog, sporting brand new socks you just got in your stocking, you are ready! 2021 is going to be the best year you ever had! It’s going to be the year all sales records are broken!!! Or maybe not…

Many sales development reps get into a rut when they go back to work after the holidays, but if anything, the beginning of the year should be when you power up your prospecting. While many will shy away from prospecting during this time, you should be jumpstarting your sales engine. The momentum gained from starting off strong will set you up on a successful path for the rest of the year.

1. Lead Nurturing

You had a ton of calls and emails saying “2020 wasn’t the year they were going to make the change”, but you should definitely “reach out next year”. Well guess what?! It’s 2021 and now is the time to follow up on those nurtures that you had in your pipeline.

2. Planning

You have your targets and metrics all set out for 2021. Now is a great time to break down those targets and really trackle them on week-by-week basis. Numbers can seem unachievable until broken down into smaller bites.

3. Top Accounts

Take a look at your target list of your top accounts you want signed this year. Drill down into what prevented you from signing them in 2020. Make a plan to avoid those hurdles this year and set your sights high. Depending on the account size and difficulty, plan to have at least one large account signed each quarter. Follow-up, follow-up, follow-up…

4. Hire a Lead Generation Company

It has been a while since your list of prospects was refreshed. Even the emails you’ve been sending out to your prospects are a little stale and overused. This means it’s time for a change! Take a look at hiring a complete lead generation company who can provide you with fresh contact information and can even prospect in your name.

Yes, this is going to be the best year ever!

Guest post by: Vanja Novakovic