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Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls by Michael D. Krause

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WEEKLY CALENDAR

The SMART Prospecting process is spread out over a one- to two-week period. Let’s take a look at my calendar for a typical five-day workweek. For the sake of this example, let’s assume that this is my first week on the job and therefore no past prospecting and SMART Prospecting have occurred.

Of course you are doing much more during these days than just prospecting for new appointments. This is the portion of your day you’ve set aside to prepare for the next wave of appointments and sales calls.

We’re talking about the perfect sales week. Goal: one or more new sales, 10 phantom appointments, 10 in-person appointments, and setting up campaigns. The chart below is based on 10 new prospects per week. If your territory is larger, ...

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