In sales, success doesn’t come from just watching the latest motivational video or completing another online course. It comes from consistent, hands-on prospecting—the often tough, repetitive work that fills your pipeline and ensures you hit your quotas. As sales expert Nick Cegelski points out, building a profitable business hinges on your ability to stay disciplined with outreach.
So how do you do it? A simple but effective weekly prospecting routine that prioritizes action over theory. Let’s break it down:
Your Monday to Friday Sales Blueprint
1. Start with 40 Prospects
Each week, identify 40 high-potential prospects. Focus on decision-makers like C-suite executives or VPs who have the authority to greenlight your product or service.
2. Make the Calls
Dedicate time each day to reaching out. Call every single person on your list. Don’t skip anyone, every dial matters.
3. Voicemail + Email Combo
When your call goes unanswered (and it often will), leave a short, personalized voicemail. Follow it up immediately with a brief email that addresses their pain points and highlights how your solution can help.
4. Address Their Problems Directly
When someone does pick up the phone, use your research to articulate a specific problem their company might be facing and how your product can solve it. Be concise and relevant.
5. Prioritize Interested Prospects
Not everyone will bite, and that’s okay. Focus your energy on the prospects who show interest, and nurture those conversations to move them further down the sales funnel.
Why This Works
This simple routine tackles 90% of common pipeline issues by ensuring you’re always working with fresh prospects and actively nurturing leads. It’s easy to get discouraged by rejection or no-shows, but this method ensures steady progress by keeping you disciplined and focused.
By dedicating around eight hours a week—less than two hours per weekday—you’re investing in consistent pipeline growth. Over time, this disciplined approach compounds, leading to a healthier pipeline and more closed deals.
Key Takeaways
• Consistency over perfection: It’s not about getting every call right—it’s about showing up daily.
• Quality over quantity: Focusing on 40 prospects ensures you have enough time to make meaningful connections.
• Actionable follow-up: Voicemail and email pairings are simple yet effective for staying top of mind.
Remember, prospecting is the foundation of sales success. Stick to the routine, refine your approach, and watch your results improve.