April 23, 2025 • 13 mins
Kyle, a field sales rep from British Columbia, is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move.
Kyle's situation likely resonates with many of you in outside sales. He described his typical day—starting at job sites at 7:30 AM, running between appointments, sending proposals from his truck, and working from Starbucks in between meetings. Sound familiar?
He had read my book, Fanatical Prospecting, where I advocate for dedicated time blocks for prospecting. But Kyle's reality made traditional time blocking nearly impossible. So what's a field rep to do?
What follows is the advice I gave Kyle, cleaned up and expanded so every field seller, territory manager, and outside sales road warrior can put it to work—right now.
Focus on Activity Count, Not Time Blocks
If you're in Kyle's shoes (or truck), here's my advice: Stop obsessing over time and start focusing on activity counts.
Instead of trying to carve out a rigid one- or two-hour block, set a daily activity goal. For someone in Kyle's position, committing to 30 quality outbound touches per day is likely sufficient. In my early days, I personally made 100 dials daily, no matter what—but you need to find your number.
It's amazing what you can accomplish in small pockets of time. Got 10 minutes between appointments? You can make 10 dials. These micro-prospecting sessions add up throughout your day.
Instead of asking, “How do I find two uninterrupted hours?” ask, “How many outbound touches do I need to hit my pipeline goal?”
Reverse-engineer your math. If 30 dials typically create two meetings—and two meetings a day keep your funnel fat—commit to 30 dials, period.
Activity over chronology. Whether you burn those calls in one block or in six five-minute bursts between site visits doesn’t matter. Hitting the activity target does.
Prospecting is like push-ups: the muscle only cares that you completed the reps, not whether you did them all at once.
Practical Fanatical Prospecting Implementation for Field Reps
Here's how to make this work in the field:
Set up your list the night before: Don't waste precious morning energy building your call list. Have everything ready to go when you start your day. A pre-built list eliminates the mental drag of figuring out who to call while you’re juggling mud, invoices, and traffic.
Use the gaps: Those small windows between appointments are prospecting gold. Five minutes here, ten minutes there—use them.
Capture information efficiently: Most calls will go to voicemail. For the ones who answer, quickly note any important information to input into your CRM later. Don't try to update your CRM in real-time between every call.
Be safe: Obviously, don't text and drive. Pull over if you need to take notes or send follow-up messages.
What Kyle is experiencing is common for outside sales professionals. You can't prospect the same way as an inside sales rep with a dedicated desk and phone. Your office is your vehicle. Your desk is wherever you can find a flat surface. Your schedule is dictated by customers and job sites.
Create a Mobile Prospecting Kit
Salesforce is great—when you have stable Wi-Fi and two hands on a keyboard. Field reps need something that works when the LTE bars dip to one.
Print or export your list with phone numbers and a skinny note column.
Hyperlink mobile numbers in a notes app so a single tap dials the next contact—no scrolling, no fumbling.
Use a hands-free auto-dial app (tons exist) if local regulations allow. Safety first; quotas second.
Capture notes on paper or dictate voice memos. At day’s end, batch-enter critical intel into your CRM. Perfect data hygiene is optional; capturing deal-moving facts is mandatory.
Rule of thumb: Log information, not activity. Managers love call-count metrics, but conversations and follow-up triggers win deals.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:05):
This is the Sales Gravy Podcast. Hi. I'm
Jeb Blunt, best selling author of fanatical prospecting
Objection, Sales EQ, and Inked, and I'm here
to help you open more doors, close bigger
deals, and rock your commission check.
Alright. It is wisdom Wednesday where you drive
(00:26):
the agenda. On this segment of the Sales
Groovy Podcast, you bring me your biggest questions,
and I give you my best answers. Answers,
by the way, that come straight from the
trenches. Because just like you, I'm out there
prospecting, selling, closing deals, and leading my sales
team every single day.
Before I get started, I've got some fantastic
news.
We're gonna be announcing the date and location
(00:46):
of the next outbound conference very soon.
Now outbound is the biggest baddest conference in
sales, and if you haven't been there, this
is one you need to put on your
bucket list.
Now tickets are extremely limited, and we sell
out every single time. But right now, you
can get on the waiting list to get
first dibs on early bird ticket discounts at
outboundconference.com.
(01:08):
That's outboundconference.com.
Alright. Let's take the next caller.
Alright. Next up on the show is Kyle
from Surrey, British Columbia.
Kyle, what is happening up in the Great
White North? So I am a traveling sales
guy. I'm going out on the road. I'm
(01:28):
hitting a bunch of doors. I'm going on
job sites, hit a lot of homeowners,
banging all out of doors for architects and
stuff like that. Loved your book, Fanatical Prospecting.
Huge fan. The only thing that I find
is that you talk about just setting a
time block, about one to two hour time
block. And the issue that I'm finding is
I'm having a really hard time doing that.
My day yesterday, I was on the job
site at 07:30 in the morning, going around
(01:50):
at five other appointments back home.
I'm usually just calling from the the truck,
but I'm not tracking anything. And I'm just
wondering, I know that you have experience with
doing outside sales. And how do you integrate,
like, regular time blocks when you're not sitting
behind a desk? You're on the fly, adjusting
proposals, contracts in the truck, sending it off,
Starbucks, kind of a coffee king, and everything
like that. I'm just curious on what your
(02:11):
take is on that. Sure. So I I'm
gonna give you a couple of different ideas
here.
One is who's scheduling your day? If your
day is scheduled so you have to be,
like, on a job site at 07:30 because
people start really early,
then then there's nothing you can do about
that. You're forced to be to be in
that situation.
But if you're scheduling yourself to be someplace
at 07:30 that you don't necessarily need to
(02:33):
be, if you were there at 09:00, it
would be just as good,
then one thing is
think about how you're scheduling and managing your
calendar. And some of that comes from you
talk to a customer and they go, hey.
I need you here at 07:30. Instead of
you going, hey. If I got there at
09:00, would it still work? You go, okay.
Yeah. So you're eager. Like, you just say
yes to everybody and you schedule all those
appointments. So that would be one thing to
(02:54):
look at. If you have control over your
schedule,
then set your schedule up so you can
start your day with a call block.
And then
over time, you can do that every single
day. You'll cover your call block in the
morning. And I'm not sure you need two
hours. I think you need about an hour
every single day based on the activity that
you're doing right now. So that's where I
would begin.
If you don't have control over your schedule,
(03:15):
so if you're in a situation where you're
in the field, you're calling on architects and
construction, and you're doing, like, home services,
and you'd have to be out there at
07:30 in the morning because
that's the only way you're gonna catch the
owners. I get that. And there's a lot
of businesses that are that way. Then what
you wanna start thinking about in instead of
time, right, instead of thinking how much time
(03:37):
am I spending on
the activity,
start thinking about the activity itself. Does it
make sense? So rather than thinking Yeah. An
hour or two block, think how many activities
do I need to do during the day?
And that's different. If you had an hour
a day of pure prospecting
based on the activity you're doing now, you're
gonna be just fine. Most most salespeople will
be.
And if during that hour,
(03:59):
you would typically say make 30 outbound touches
or 25 outbound touches, then all you gotta
do is say, during the course of my
day, I'm gonna make 30 outbound calls. Pretty
simple.
And then what I did in that situation
was I printed my list out. It sounds
like you've got Salesforce.
You would go to Salesforce, maybe create a
view or create a search, print the list
(04:20):
out,
put it in spreadsheet,
and and maybe for you because you're driving
around, put it like on a clipboard or
something so you have the ability to write
on it, and just create a place for
your notes. Then at the top of the
day, you, like, you set the goal that
I'm gonna make these 30 outbound touches.
Yeah. Back when I was in your position,
it was a hundred. I made a hundred
a day no matter what.
(04:41):
Oh, that's crazy. But I would have five
minutes here or ten minutes there, and it's
amazing. Like, if you say, I've got ten
minutes. I'm gonna make 10 dials.
You you can do it. And it's and
it's crazy how
easy it is to do that. And if
you're in your car or you're in your
truck driving around, you gotta be careful that
you're not texting and driving and that you're
not putting yourself in a situation where it's
(05:01):
dangerous.
But there are a couple of apps out
there that will let you create a call
list in advance, and I don't ask me
the names of them, but but I know
that they're out there because I've talked about
other reps with with them before. But you
can look at those, or you could create
like, in your notes, you could create a
list of phone numbers where each of the
phone numbers is hyperlinked. So you just click
on it and move to the next one.
But set it up so that you can
just go to one number after the next
(05:22):
number, after next number, after next number. If
you can do that inside of Salesforce, that's
just fine. But you wanna create the spreadsheet
because if you talk to someone and get
information, you wanna be able to capture the
information and put it in your CRM.
If you're if your company is crazy about
tracking every call, you can go into Salesforce
and say I made the call. But truly,
when you're doing stuff like that, it's only
(05:43):
for your company, not for you. Like, you'll
know whether you call them or not. I'm
I'm agnostic about log in the actual call,
especially in with a field rep. It's more
important that you make the call, but the
notes are important. But if you think about
this, like, if you're in a situation, Kyle,
where,
like, you got ten minutes in between calls,
and you're sitting in your truck, and you
(06:03):
just peel off five dials,
you're likely to speak to one of those.
Most of them are gonna go to voice
mail.
And Yeah. And in your world, if you've
got a phone number and you're calling someone
in in a construction site or home services,
that number is probably their their mobile number
so you can text them as well. And
in in a lot of cases, they're gonna
text you back, and that's why you gotta
be careful when you're driving. But if you
(06:24):
if you just talk to one person, you're
only gonna have one that you're gonna put
in. So the over the course of for
me, like, if I made 30 dials during
a day, I'm typically gonna set two appointments
from that. That's been my number for a
very long time.
And that's part of it just because I
get messaging right. I'm good at handling objections.
I build good list and go through that
(06:45):
process. You might only set an appointment with
one or maybe it's one out of 60.
There's gonna be some number of those that
you talk to, you grab information, and you
need to make a note to yourself to
follow-up or have that information, which because it's
gonna indicate, say, a future buying window. Stop
and take the time to do that. Maybe
you got five minutes, you knock off the
calls, you go see somebody, leave the construction
(07:06):
site, get back in your truck, and then
you make the notes. Or maybe you have
to wait till the end of the day
to put the notes in. But that's the
way that you're gonna do it. If you
start trying to figure out how you're gonna
block time
in a world like yours where your job
is essentially to be on the construction sites,
having conversations with people,
I think you're gonna make yourself nuts. I
think you're gonna you're gonna drive yourself crazy
like what you're doing right now. Right? Yeah.
(07:27):
But if you say, hey. My goal is
every day, I'm gonna make this many outbounds,
and you have to pick the number that's
gonna be right for you. Like, that number
is gonna be predicated on what you need
in order to get into the pipeline and
what you need in order to qualify, you
know, future opportunities. Right? Yeah. So you choose
a number that's right for you, and then
you set that goal. And when you get
up in the morning,
(07:48):
you got a list ready to go, set
it up at night. So when you start
off, you know, you're probably getting your trucks
at o'clock in the morning to get on
a job site at 07:30.
So you when you start off,
that list is loaded, ready to go, and
all you gotta do is dial in between
in the spaces and the gaps. Yeah. I
love that. And building off of that too,
like, you talk about your platinum hours,
like, the ones that you're doing sort of
(08:10):
not in your golden hours.
What time do you think, like, in the
construction world that would be? Because I find
that activity runs from 07:30AM
to about five. And especially too with the
the tie in of the home services, contractors,
builders are really easy to get ahold of
in the morning, and then homeowners are e
give you good to get ahold of in
the afternoon.
So I'm just curious when you look at,
like, actually scheduling the platinum hours
(08:31):
and putting those lists together, when would you
sort of advise that? No. If you think
about what you just said, right, you've got
this sandwich. Right? Like, you're a hustler, man.
You're, like, early in the morning, late in
the afternoon. I love it. It. Is there
So, Get there. So but if you think
about your world, right, you got a sandwich.
And in the middle is not a lot
of anything. So start thinking about what if
you scheduled two hours during the middle of
(08:52):
the day. And I I bet you already
have this time scheduled in because you gotta
have time to do some admin work. You've
I mean, you've gotta turn something in. You
get an order. You gotta fill something out.
You gotta do a proposal. So what I
would say is you run really hard in
the morning getting out on the construction sites,
then you've got some space in the middle
of the day where it's a little bit
light,
then that's when you start building your lists.
(09:13):
And then you're running really hard at night.
And when you get done at night, you're
worn out, like, you're tired. Especially if you're
out visiting homeowners and you've got orders to
write,
you gotta get those things turned in. That's
probably taking a little bit more time, and
you're not gonna be really good at building
a list that time of night. I'm working
on a new book right now, and I
was doing the same thing. I pushed myself
too far last night, and I fell asleep
(09:33):
right right at my computer. Like, how stupid
is that?
But that'll happen to you. So what I
would say is your platinum hour is gonna
be right in the middle of the day
when not a lot's happening. Take some time
for lunch unless you're taking someone to lunch.
Yeah. Work on your list then.
And then one thing you might think about
is if you can peel off some time
on Sunday evenings,
(09:55):
that was always my best time to plan
for the week is maybe on Sunday evening,
you just build yourself a Monday, Tuesday, Wednesday,
Thursday, Friday list, already have that ready to
rock and roll. Or build a list of
a hundred names on Sunday,
load that in, and just work that list
all week.
Yeah. Yeah. That makes sense. Yeah. I really
like that. Like, if you were to just
do kind of, like, one big lump sum
(10:15):
list, and then you could probably just make
some tweaks, like, throughout the week as, like,
inbound leads come in and stuff like that.
That would be a good idea. Yeah. Because
I've I've been trying to implement that, like,
daily thing of sitting down at, like, five
in the morning or six in the morning,
putting the list together. And let me tell
you, never the most effective you've had. So,
I know. Really appreciate that, Jim. Thank you.
Perfect. Awesome. Well, Kyle, I I just wanna
(10:36):
let you know we love Canadians.
We really do. Despite what you hear, we
think Canadians are awesome.
Yeah. Awesome, man. Really appreciate it, Jeff. Thank
you for your time. Thank you, sir. See
you later. Bye.
I'm gonna button this up in just a
moment with a few final thoughts. But first,
if you got a question for me, go
to salesgravy.com/ask.
(10:58):
That's salesgravy.com/ask.
Take just a second to submit the form,
and our team will get in touch with
you to schedule you to get on the
show with me. And a big shout out
to Terry g who posted,
love, love, love me some sales gravy. Listen,
read, reread, and relisten.
Thank you, Terry. Truly appreciate that. And I
also wanna say thank you to Daniel Rickman
(11:19):
from Comcast and Tyler Putnam from Artisan Solar
for sharing the sales gravy podcast to your
followers on LinkedIn.
Thank you so much. We're truly grateful.
And if you love this podcast like Terry,
Daniel, or Tyler, and you're getting value from
our work, please do me a solid and
give us a five star rating and review
on your favorite podcast app and share us
with your friends and followers.
(11:41):
It makes a difference, and it lets us
know that the work that we're doing is
worthwhile.
So let's wrap this up. I know that
many of you are in the exact same
boat as Kyle. You're constantly on the move
running from site to site, dealing with customers
face to face. And in this situation, it's
easy to let prospecting slip.
It's tough when you're putting out fires all
(12:01):
day long and you're trying to chase down
all those deals.
But remember that the moment you stop prospecting
is the moment you start dying in sales.
Your pipeline doesn't really care about your busy
schedule. It only cares about if it's constantly
getting fed. So here's your takeaway.
The pivot is moving from a time based
plan to an activity based plan.
(12:21):
Forget about finding the perfect one hour block
in your chaotic day because it's never gonna
happen. So instead, just set a daily activity
goal. And whenever you have a moment, attack
the number because you've got five minutes here
or ten minutes there, and those five and
ten minutes can add up over the course
of a day. Get your list prepared the
(12:41):
night before and use any downtime effectively.
In other words, squeeze everything possible out of
your sales day. That's exactly what fanatical prospectors
do. And remember, when you're tired, when you're
worn out, when you don't think you can
take anymore,
always make one more call. This is Jab
Blunt, and I'll see you next time on
(13:02):
the Sales Groovy Podcast.
This is the Sales Gravy Podcast. Hi. I'm
Jeb Blunt, best selling author of fanatical prospecting
Objection, Sales EQ, and Inked, and I'm here
to help you open more doors, close bigger
deals, and rock your commission check.
Alright. It is wisdom Wednesday where you drive
(00:26):
the agenda. On this segment of the Sales
Groovy Podcast, you bring me your biggest questions,
and I give you my best answers. Answers,
by the way, that come straight from the
trenches. Because just like you, I'm out there
prospecting, selling, closing deals, and leading my sales
team every single day.
Before I get started, I've got some fantastic
news.
We're gonna be announcing the date and location
(00:46):
of the next outbound conference very soon.
Now outbound is the biggest baddest conference in
sales, and if you haven't been there, this
is one you need to put on your
bucket list.
Now tickets are extremely limited, and we sell
out every single time. But right now, you
can get on the waiting list to get
first dibs on early bird ticket discounts at
outboundconference.com.
(01:08):
That's outboundconference.com.
Alright. Let's take the next caller.
Alright. Next up on the show is Kyle
from Surrey, British Columbia.
Kyle, what is happening up in the Great
White North? So I am a traveling sales
guy. I'm going out on the road. I'm
(01:28):
hitting a bunch of doors. I'm going on
job sites, hit a lot of homeowners,
banging all out of doors for architects and
stuff like that. Loved your book, Fanatical Prospecting.
Huge fan. The only thing that I find
is that you talk about just setting a
time block, about one to two hour time
block. And the issue that I'm finding is
I'm having a really hard time doing that.
My day yesterday, I was on the job
site at 07:30 in the morning, going around
(01:50):
at five other appointments back home.
I'm usually just calling from the the truck,
but I'm not tracking anything. And I'm just
wondering, I know that you have experience with
doing outside sales. And how do you integrate,
like, regular time blocks when you're not sitting
behind a desk? You're on the fly, adjusting
proposals, contracts in the truck, sending it off,
Starbucks, kind of a coffee king, and everything
like that. I'm just curious on what your
(02:11):
take is on that. Sure. So I I'm
gonna give you a couple of different ideas
here.
One is who's scheduling your day? If your
day is scheduled so you have to be,
like, on a job site at 07:30 because
people start really early,
then then there's nothing you can do about
that. You're forced to be to be in
that situation.
But if you're scheduling yourself to be someplace
at 07:30 that you don't necessarily need to
(02:33):
be, if you were there at 09:00, it
would be just as good,
then one thing is
think about how you're scheduling and managing your
calendar. And some of that comes from you
talk to a customer and they go, hey.
I need you here at 07:30. Instead of
you going, hey. If I got there at
09:00, would it still work? You go, okay.
Yeah. So you're eager. Like, you just say
yes to everybody and you schedule all those
appointments. So that would be one thing to
(02:54):
look at. If you have control over your
schedule,
then set your schedule up so you can
start your day with a call block.
And then
over time, you can do that every single
day. You'll cover your call block in the
morning. And I'm not sure you need two
hours. I think you need about an hour
every single day based on the activity that
you're doing right now. So that's where I
would begin.
If you don't have control over your schedule,
(03:15):
so if you're in a situation where you're
in the field, you're calling on architects and
construction, and you're doing, like, home services,
and you'd have to be out there at
07:30 in the morning because
that's the only way you're gonna catch the
owners. I get that. And there's a lot
of businesses that are that way. Then what
you wanna start thinking about in instead of
time, right, instead of thinking how much time
(03:37):
am I spending on
the activity,
start thinking about the activity itself. Does it
make sense? So rather than thinking Yeah. An
hour or two block, think how many activities
do I need to do during the day?
And that's different. If you had an hour
a day of pure prospecting
based on the activity you're doing now, you're
gonna be just fine. Most most salespeople will
be.
And if during that hour,
(03:59):
you would typically say make 30 outbound touches
or 25 outbound touches, then all you gotta
do is say, during the course of my
day, I'm gonna make 30 outbound calls. Pretty
simple.
And then what I did in that situation
was I printed my list out. It sounds
like you've got Salesforce.
You would go to Salesforce, maybe create a
view or create a search, print the list
(04:20):
out,
put it in spreadsheet,
and and maybe for you because you're driving
around, put it like on a clipboard or
something so you have the ability to write
on it, and just create a place for
your notes. Then at the top of the
day, you, like, you set the goal that
I'm gonna make these 30 outbound touches.
Yeah. Back when I was in your position,
it was a hundred. I made a hundred
a day no matter what.
(04:41):
Oh, that's crazy. But I would have five
minutes here or ten minutes there, and it's
amazing. Like, if you say, I've got ten
minutes. I'm gonna make 10 dials.
You you can do it. And it's and
it's crazy how
easy it is to do that. And if
you're in your car or you're in your
truck driving around, you gotta be careful that
you're not texting and driving and that you're
not putting yourself in a situation where it's
(05:01):
dangerous.
But there are a couple of apps out
there that will let you create a call
list in advance, and I don't ask me
the names of them, but but I know
that they're out there because I've talked about
other reps with with them before. But you
can look at those, or you could create
like, in your notes, you could create a
list of phone numbers where each of the
phone numbers is hyperlinked. So you just click
on it and move to the next one.
But set it up so that you can
just go to one number after the next
(05:22):
number, after next number, after next number. If
you can do that inside of Salesforce, that's
just fine. But you wanna create the spreadsheet
because if you talk to someone and get
information, you wanna be able to capture the
information and put it in your CRM.
If you're if your company is crazy about
tracking every call, you can go into Salesforce
and say I made the call. But truly,
when you're doing stuff like that, it's only
(05:43):
for your company, not for you. Like, you'll
know whether you call them or not. I'm
I'm agnostic about log in the actual call,
especially in with a field rep. It's more
important that you make the call, but the
notes are important. But if you think about
this, like, if you're in a situation, Kyle,
where,
like, you got ten minutes in between calls,
and you're sitting in your truck, and you
(06:03):
just peel off five dials,
you're likely to speak to one of those.
Most of them are gonna go to voice
mail.
And Yeah. And in your world, if you've
got a phone number and you're calling someone
in in a construction site or home services,
that number is probably their their mobile number
so you can text them as well. And
in in a lot of cases, they're gonna
text you back, and that's why you gotta
be careful when you're driving. But if you
(06:24):
if you just talk to one person, you're
only gonna have one that you're gonna put
in. So the over the course of for
me, like, if I made 30 dials during
a day, I'm typically gonna set two appointments
from that. That's been my number for a
very long time.
And that's part of it just because I
get messaging right. I'm good at handling objections.
I build good list and go through that
(06:45):
process. You might only set an appointment with
one or maybe it's one out of 60.
There's gonna be some number of those that
you talk to, you grab information, and you
need to make a note to yourself to
follow-up or have that information, which because it's
gonna indicate, say, a future buying window. Stop
and take the time to do that. Maybe
you got five minutes, you knock off the
calls, you go see somebody, leave the construction
(07:06):
site, get back in your truck, and then
you make the notes. Or maybe you have
to wait till the end of the day
to put the notes in. But that's the
way that you're gonna do it. If you
start trying to figure out how you're gonna
block time
in a world like yours where your job
is essentially to be on the construction sites,
having conversations with people,
I think you're gonna make yourself nuts. I
think you're gonna you're gonna drive yourself crazy
like what you're doing right now. Right? Yeah.
(07:27):
But if you say, hey. My goal is
every day, I'm gonna make this many outbounds,
and you have to pick the number that's
gonna be right for you. Like, that number
is gonna be predicated on what you need
in order to get into the pipeline and
what you need in order to qualify, you
know, future opportunities. Right? Yeah. So you choose
a number that's right for you, and then
you set that goal. And when you get
up in the morning,
(07:48):
you got a list ready to go, set
it up at night. So when you start
off, you know, you're probably getting your trucks
at o'clock in the morning to get on
a job site at 07:30.
So you when you start off,
that list is loaded, ready to go, and
all you gotta do is dial in between
in the spaces and the gaps. Yeah. I
love that. And building off of that too,
like, you talk about your platinum hours,
like, the ones that you're doing sort of
(08:10):
not in your golden hours.
What time do you think, like, in the
construction world that would be? Because I find
that activity runs from 07:30AM
to about five. And especially too with the
the tie in of the home services, contractors,
builders are really easy to get ahold of
in the morning, and then homeowners are e
give you good to get ahold of in
the afternoon.
So I'm just curious when you look at,
like, actually scheduling the platinum hours
(08:31):
and putting those lists together, when would you
sort of advise that? No. If you think
about what you just said, right, you've got
this sandwich. Right? Like, you're a hustler, man.
You're, like, early in the morning, late in
the afternoon. I love it. It. Is there
So, Get there. So but if you think
about your world, right, you got a sandwich.
And in the middle is not a lot
of anything. So start thinking about what if
you scheduled two hours during the middle of
(08:52):
the day. And I I bet you already
have this time scheduled in because you gotta
have time to do some admin work. You've
I mean, you've gotta turn something in. You
get an order. You gotta fill something out.
You gotta do a proposal. So what I
would say is you run really hard in
the morning getting out on the construction sites,
then you've got some space in the middle
of the day where it's a little bit
light,
then that's when you start building your lists.
(09:13):
And then you're running really hard at night.
And when you get done at night, you're
worn out, like, you're tired. Especially if you're
out visiting homeowners and you've got orders to
write,
you gotta get those things turned in. That's
probably taking a little bit more time, and
you're not gonna be really good at building
a list that time of night. I'm working
on a new book right now, and I
was doing the same thing. I pushed myself
too far last night, and I fell asleep
(09:33):
right right at my computer. Like, how stupid
is that?
But that'll happen to you. So what I
would say is your platinum hour is gonna
be right in the middle of the day
when not a lot's happening. Take some time
for lunch unless you're taking someone to lunch.
Yeah. Work on your list then.
And then one thing you might think about
is if you can peel off some time
on Sunday evenings,
(09:55):
that was always my best time to plan
for the week is maybe on Sunday evening,
you just build yourself a Monday, Tuesday, Wednesday,
Thursday, Friday list, already have that ready to
rock and roll. Or build a list of
a hundred names on Sunday,
load that in, and just work that list
all week.
Yeah. Yeah. That makes sense. Yeah. I really
like that. Like, if you were to just
do kind of, like, one big lump sum
(10:15):
list, and then you could probably just make
some tweaks, like, throughout the week as, like,
inbound leads come in and stuff like that.
That would be a good idea. Yeah. Because
I've I've been trying to implement that, like,
daily thing of sitting down at, like, five
in the morning or six in the morning,
putting the list together. And let me tell
you, never the most effective you've had. So,
I know. Really appreciate that, Jim. Thank you.
Perfect. Awesome. Well, Kyle, I I just wanna
(10:36):
let you know we love Canadians.
We really do. Despite what you hear, we
think Canadians are awesome.
Yeah. Awesome, man. Really appreciate it, Jeff. Thank
you for your time. Thank you, sir. See
you later. Bye.
I'm gonna button this up in just a
moment with a few final thoughts. But first,
if you got a question for me, go
to salesgravy.com/ask.
(10:58):
That's salesgravy.com/ask.
Take just a second to submit the form,
and our team will get in touch with
you to schedule you to get on the
show with me. And a big shout out
to Terry g who posted,
love, love, love me some sales gravy. Listen,
read, reread, and relisten.
Thank you, Terry. Truly appreciate that. And I
also wanna say thank you to Daniel Rickman
(11:19):
from Comcast and Tyler Putnam from Artisan Solar
for sharing the sales gravy podcast to your
followers on LinkedIn.
Thank you so much. We're truly grateful.
And if you love this podcast like Terry,
Daniel, or Tyler, and you're getting value from
our work, please do me a solid and
give us a five star rating and review
on your favorite podcast app and share us
with your friends and followers.
(11:41):
It makes a difference, and it lets us
know that the work that we're doing is
worthwhile.
So let's wrap this up. I know that
many of you are in the exact same
boat as Kyle. You're constantly on the move
running from site to site, dealing with customers
face to face. And in this situation, it's
easy to let prospecting slip.
It's tough when you're putting out fires all
(12:01):
day long and you're trying to chase down
all those deals.
But remember that the moment you stop prospecting
is the moment you start dying in sales.
Your pipeline doesn't really care about your busy
schedule. It only cares about if it's constantly
getting fed. So here's your takeaway.
The pivot is moving from a time based
plan to an activity based plan.
(12:21):
Forget about finding the perfect one hour block
in your chaotic day because it's never gonna
happen. So instead, just set a daily activity
goal. And whenever you have a moment, attack
the number because you've got five minutes here
or ten minutes there, and those five and
ten minutes can add up over the course
of a day. Get your list prepared the
(12:41):
night before and use any downtime effectively.
In other words, squeeze everything possible out of
your sales day. That's exactly what fanatical prospectors
do. And remember, when you're tired, when you're
worn out, when you don't think you can
take anymore,
always make one more call. This is Jab
Blunt, and I'll see you next time on
(13:02):
the Sales Groovy Podcast.
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