{"id":8756,"date":"2016-10-26T16:52:59","date_gmt":"2016-10-26T16:52:59","guid":{"rendered":"https:\/\/www.process.st\/templates\/weekly-sales-prospecting-checklist\/"},"modified":"2024-04-25T10:42:20","modified_gmt":"2024-04-25T10:42:20","slug":"weekly-sales-prospecting-checklist","status":"publish","type":"post","link":"https:\/\/www.process.st\/templates\/weekly-sales-prospecting-checklist\/","title":{"rendered":"Weekly Sales Prospecting Checklist"},"content":{"rendered":"\n<section id=\"introduction\">\n <h2>Introduction:<\/h2>\n <div class=\"image-content\">\n  <figure>\n   <a href=\"https:\/\/ps-attachments.s3.amazonaws.com\/ff815585-3507-4049-802b-9986b4654329\/tqEyHzQqhkbxuoMDJhZOeA.png\" alt=\"Introduction:\" target=\"_blank\" rel=\"noopener\"> <img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/ps-attachments.s3.amazonaws.com\/ff815585-3507-4049-802b-9986b4654329\/tqEyHzQqhkbxuoMDJhZOeA.png\"> <\/a><!-- No caption -->\n  <\/figure>\n <\/div>\n <div class=\"text-content\">\n  <p>This weekly sales prospecting checklist is a process used to generate business as <strong>the first step in an <a href=\"https:\/\/www.process.st\/outbound-sales-team\/\" rel=\"nofollow noopener\" target=\"_blank\">outbound sales<\/a> approach<\/strong>. Prospecting involves finding potential customers and classifying their quality before reaching out to them <a href=\"https:\/\/www.process.st\/cold-emailing-sales\/\" rel=\"nofollow noopener\" target=\"_blank\">via the broader sales team<\/a>.&nbsp;<\/p>\n  <p>After you have completed this checklist you may want to try our <a href=\"http:\/\/process.st\/checklist\/cold-calling-checklist\" rel=\"nofollow noopener\" target=\"_blank\">Cold-Calling Checklist<\/a> which lets you reach out to your leads generated in this template.<\/p>\n  <p>We're focussing on the research element of sales prospecting within this checklist to help you build a library of potential business leads. As you go through the checklist, <strong>record information in the form fields provided.&nbsp;<\/strong><\/p>\n <\/div>\n<\/section>\n<section id=\"review-performance-from-previous-weeks-sales-prospecting\">\n <h2>Review performance from previous week's sales prospecting<\/h2>\n <div class=\"text-content\">\n  <p><strong>Analyze the previous week's performance<\/strong> from the data collected in the CRM and discuss it in a short beginning of week retrospective\/stand-up meeting.&nbsp;<\/p>\n  <p>This should be a short meeting to review the past week and to ensure the whole team are clear on their responsibilities.<br><br>\n   You can find a range of articles discussing <a href=\"http:\/\/retrospectivewiki.org\/index.php?title=Retrospective_Plans\" rel=\"nofollow noopener\" target=\"_blank\">how to hold an effective retrospective here<\/a>.<\/p>\n  <p>Use the <strong>form field below to record any notes<\/strong> from the meeting.<\/p>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Notes <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n<\/section>\n<section id=\"review-highest-volume-channels-in-crm\">\n <h2>Review highest volume channels in CRM<\/h2>\n <div class=\"text-content\">\n  <p>After the team review, spend a few minutes <strong>analyzing your own progress<\/strong> from the previous week. Investigate <strong>which channels have been the most successful<\/strong> and which have proved to yield fewer results.<\/p>\n  <p>Use this analysis to inform your priorities for the week.<\/p>\n  <p>What are you going to focus on, what are you going to place as secondary?<\/p>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Record the highest performing channels in order to prioritise your approach <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n<\/section>\n<section id=\"search-across-twitter-for-your-keywords\">\n <h2>Search across Twitter for your keywords<\/h2>\n <div class=\"text-content\">\n  <h5><strong>Goal:<\/strong><\/h5>\n  <p><strong>Gather 50 leads.<\/strong><\/p>\n  <p>Record your leads in your CRM, and <strong>record the keywords you have searched in the form field below.<\/strong><\/p>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Keywords searched for <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n <div class=\"text-content\">\n  <p>Twitter is one of the largest social networks on the internet and the vast majority is publicly viewable. Many companies and individuals use Twitter regularly and will likely reveal their needs through the language they use. Searching on Twitter for your keywords could bring a large number of results, and <strong>new results every day<\/strong>.&nbsp;<\/p>\n  <p>This article from <a href=\"https:\/\/www.entrepreneur.com\/article\/235062\" rel=\"nofollow noopener\" target=\"_blank\">Entrepreneur<\/a>&nbsp;documents an 8 step guide to using Twitter for prospecting. It also recommends using companies like <a href=\"http:\/\/tweetbeep.com\/\" rel=\"nofollow noopener\" target=\"_blank\">TweetBeep<\/a> and <a href=\"http:\/\/www.twilert.com\/\" rel=\"nofollow noopener\" target=\"_blank\">Twilert<\/a> to help you monitor your keywords on Twitter.<\/p>\n  <p>Even a simple search which a software development studio might make pops up some results.<\/p>\n <\/div>\n <div class=\"text-content\">\n  <p>Or maybe you know your key demographic is SaaS companies? Particularly new companies who have money but not established internal systems. You can use <a href=\"https:\/\/twitter.com\/search-advanced?lang=en&amp;lang=en\" target=\"_blank\" rel=\"nofollow noopener\">Twitter's Advanced Search<\/a> to identify potential leads.<\/p>\n <\/div>\n<\/section>\n<section id=\"use-sales-navigator-to-search-linkedin\">\n <h2>Use Sales Navigator to search Linkedin<\/h2>\n <div class=\"text-content\">\n  <h5><strong>Goal:<\/strong><\/h5>\n  <p><strong>Gather 50 leads.<\/strong><\/p>\n  <p>Record your leads in your CRM, and <strong>record your search terms<\/strong> in the form field below.<\/p>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Effective approaches <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n <div class=\"text-content\">\n  <p>Linkedin is the world's largest professional social network and <strong>an ideal place to find contacts<\/strong> and leads if used well.&nbsp;<br><br>\n   Linkedin can be used in many ways, from Advanced Search&nbsp;to combing through industry groups, to tracking down the right contact at a company by finding their profile on the platform. <a href=\"http:\/\/ecquire.com\/blog\/guide-to-sales-prospecting-with-linkedin\/\" rel=\"nofollow noopener\" target=\"_blank\">This guide from Salesforce<\/a> leads you through the traditional approaches to prospecting on Linkedin.<\/p>\n  <p>We're going to focus on generating leads with Linkedin's premium tool<a href=\"https:\/\/business.linkedin.com\/sales-solutions\/sales-navigator#!\" rel=\"nofollow noopener\" target=\"_blank\"> Sales Navigator<\/a>. This option allows you to see private profiles and message anyone directly. This <a href=\"https:\/\/persistiq.com\/blog\/6-advanced-linkedin-prospecting-tactics-for-the-outbound-sales-rep\/\" rel=\"nofollow noopener\" target=\"_blank\">guide from PersistIQ <\/a>demonstrates the value of using Sales Navigator. It allows you to do Boolean searches within Linkedin's native search system.&nbsp;<br><br><strong>Choose the position in a company you're looking to reach and your keywords, and begin searching.&nbsp;<\/strong><br><br>\n   Example: \"VP of*\" Sales OR Marketing - will show you only people who have a VP position but will include both VP of Sales and VP of Marketing.&nbsp;<br><br>\n   Check out this video below for a walk-through:<\/p>\n <\/div>\n <div class=\"video-content\">\n  <div class=\"iframe-container\">\n   <iframe src=\"https:\/\/www.youtube.com\/embed\/hQzM-C4tlTc?modestbranding=1&amp;showinfo=0\" frameborder=\"0\" allowfullscreen=\"true\"> <\/iframe>\n  <\/div><!-- No description -->\n <\/div>\n<\/section>\n<section id=\"review-your-relevant-publications\">\n <h2>Review your relevant publications<\/h2>\n <div class=\"text-content\">\n  <h5><strong>Goal:<\/strong><\/h5>\n  <p><strong>Select 5 publications. Post your listing of availability on each, and try to generate 20 leads across them all.<\/strong><\/p>\n  <p>Record your leads in your CRM and list the publications you searched and posted on below.<\/p>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> List the publications you're searching within <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n <div class=\"text-content\">\n  <p>Often different publications which are <strong>industry specific will have areas dedicated to the community<\/strong>. This could be an area to post your services, to post your needs, or an area to list available job openings.&nbsp;<\/p>\n  <p>Find 5 publications relevant to your specific industry and browse through what they offer for the community. For software development, you could try <a href=\"https:\/\/www.crunchbase.com\/\" target=\"_blank\" rel=\"nofollow noopener\">Crunchbase<\/a> or <a href=\"https:\/\/www.smashingmagazine.com\/\" target=\"_blank\" rel=\"nofollow noopener\">Smashing magazine<\/a>. You can use aggregators like <a href=\"http:\/\/alltop.com\" target=\"_blank\" rel=\"nofollow noopener\">AllTop<\/a> to help you find publications.<\/p>\n <\/div>\n<\/section>\n<section id=\"browse-project-listings-on-online-marketplaces\">\n <h2>Browse project listings on online marketplaces<\/h2>\n <div class=\"text-content\">\n  <h5><strong>Goal:<\/strong><\/h5>\n  <p><strong>Gather 50 leads and document the volume from each platform in the form fields below.<\/strong><\/p>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Platforms searched <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n <div class=\"text-content\">\n  <p>Depending on your industry, online marketplaces could generate a considerable amount of leads. For software development or SEO services, platforms like <a href=\"http:\/\/upwork.com\" target=\"_blank\" rel=\"nofollow noopener\">Upwork<\/a> - the largest skills marketplace - and <a href=\"http:\/\/crew.co\" target=\"_blank\" rel=\"nofollow noopener\">Crew.co<\/a> have new listings every day. For Upwork they have <strong>new listings every few minutes.<\/strong>&nbsp;<\/p>\n  <p>However, you need to know your market. Upwork&nbsp;generally has a larger amount of lower paid projects open, but success in the marketplace opens up access to UpworkPro - the premium curated version. Crew.co is mid-level pricing primarily catering to a US audience.<\/p>\n  <p>You can find a more extensive <a href=\"http:\/\/www.businessnewsdaily.com\/6965-freelance-job-websites.html\" rel=\"nofollow noopener\" target=\"_blank\">list of marketplaces here.<\/a><\/p>\n  <p>For designers, for instance, <strong>you can find specialist platforms<\/strong> like <a href=\"http:\/\/fiverr.com\" target=\"_blank\" rel=\"nofollow noopener\">Fiverr<\/a> or <a href=\"http:\/\/99designs.com\" target=\"_blank\" rel=\"nofollow noopener\">99designs<\/a> or could search through niche social networks like <a href=\"http:\/\/behance.net\" target=\"_blank\" rel=\"nofollow noopener\">Behance<\/a> or <a href=\"http:\/\/dribbble.com\" target=\"_blank\" rel=\"nofollow noopener\">Dribbble<\/a>.<\/p>\n  <p>If your line of work isn't catered to by the marketplaces mentioned above, you can <strong>try <a href=\"http:\/\/angel.co\" target=\"_blank\" rel=\"nofollow noopener\">Angel List<\/a> or <a href=\"http:\/\/f6s.com\" target=\"_blank\" rel=\"nofollow noopener\">F6S<\/a><\/strong>. Here you can find companies large and small with a focus on startups. Their databases are searchable and they have job listings available to search through also. There's a short <a href=\"http:\/\/www.womenintechsales.com\/women-in-sales\/your-blog-post-title-here\" rel=\"nofollow noopener\" target=\"_blank\">guide to this approach here.<\/a><\/p>\n <\/div>\n<\/section>\n<section id=\"find-out-how-to-make-your-connection\">\n <h2>Find out how to make your connection<\/h2>\n <div class=\"text-content\">\n  <p><strong>Analyze the prospects<\/strong> you have generated and attempt to gather <strong>the most valuable contact details for each one.<\/strong>&nbsp;<br><br>\n   Are you looking for the CEO or CTO? Or do you need to contact the Hiring Manager or the Head of Marketing? Identify your optimum point of contact and locate their details.<\/p>\n  <p>For this, you can use Linkedin, the company website, or a <a href=\"http:\/\/usersthink.com\/find-email\/\" rel=\"nofollow noopener\" target=\"_blank\">specialist tool<\/a>. Often certain CRMs will provide you with further details of individuals when you input their information.<\/p>\n  <p>Record your findings in your CRM and <strong>document your successful process below.<\/strong><\/p>\n <\/div>\n<\/section>\n<section id=\"categorize-your-leads-by-cadence\">\n <h2>Categorize your leads by cadence<\/h2>\n <div class=\"text-content\">\n  <p>Different sales prospects will have different potential value. Categorize your leads by cadence so <strong>your sales team can know who to target first.<\/strong><\/p>\n  <p>For example:<br><br>\n   A. High Value<br>\n   B. Mid-Range Client<br>\n   C. Entry-level Prospect<\/p>\n  <p>This will help your sales team prioritize their efforts.<\/p>\n  <p>You can read more about <a href=\"http:\/\/www.asalesguy.com\/the-importance-of-a-sales-cadence-and-the-5-critical-elements-it-must-cover\/\" rel=\"nofollow noopener\" target=\"_blank\">using cadence in sales processes here.<\/a><\/p>\n  <p>Using either of the form fields below, either <strong>provide instructions on how to access the lead list, or list them in this task<\/strong>.<\/p>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Lead instructions (if necessary) <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n <div class=\"textarea-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Leads by cadence <\/label> <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled class=\"form-control\"><\/textarea>\n  <\/div>\n <\/div>\n <div class=\"url-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Leads by cadence (URL) <\/label> <input type=\"text\" placeholder=\"Something will be typed here...\" disabled class=\"form-control\">\n  <\/div>\n <\/div>\n <div class=\"text-content\">\n  <p>Using the Members form field below,&nbsp;<strong>assign the individual who will approve the weekly sales prospects.<\/strong><\/p>\n <\/div>\n <div class=\"members-field-content form-field-content\">\n  <div class=\"form-group\">\n   <label> Who will approve weekly sales prospects? <\/label> <select disabled class=\"form-control\"> <option value=\"A member or group will be selected here\">A member or group will be selected here<\/option> <\/select>\n  <\/div>\n <\/div>\n<\/section>\n<section id=\"approval-weekly-sales-prospects\">\n <h2>Approval: Weekly sales prospects<\/h2>\n <div class=\"approval-content\">\n  <div class=\"header\">\n   <div class=\"list-title\">\n    Will be submitted for approval:\n   <\/div>\n  <\/div>\n  <div class=\"approval-rule-subject-tasks-list\">\n   <ul class=\"list\">\n    <li>\n     <div class=\"approval-rule-subject-tasks-list-item\">\n      <div class=\"item\">\n       <div class=\"container\">\n        <span class=\"title\">Categorize your leads by cadence<\/span>\n        <div class=\"body\">\n         Will be submitted\n        <\/div>\n       <\/div>\n      <\/div>\n     <\/div><\/li>\n   <\/ul>\n  <\/div>\n <\/div>\n<\/section>\n<section id=\"pass-leads-to-sales-team\">\n <h2>Pass leads to sales team<\/h2>\n <div class=\"text-content\">\n  <p><strong>Send your sales team the annotated list of potential new clients.&nbsp;<\/strong><\/p>\n  <p>Your sales team can then run our <a href=\"http:\/\/process.st\/checklist\/cold-calling-checklist\" rel=\"nofollow noopener\" target=\"_blank\">Cold Calling Checklist<\/a> to help them maximize their success when reaching out to new clients.<\/p>\n  <p><strong>Send your sales team an email<\/strong> to alert them to the new sales prospects using the widget below:&nbsp;<\/p>\n <\/div>\n<\/section>\n<section id=\"sources\">\n <h2>Sources:<\/h2>\n <div class=\"text-content\">\n  <p><a href=\"https:\/\/salesloft.com\/resources\/blog\/2013\/08\/sales-prospecting-checklist\/\" rel=\"nofollow\">SalesLoft - Sales Prospecting Checklist<\/a><br><a href=\"https:\/\/salesloft.com\/resources\/blog\/2013\/08\/ultimate-sales-prospecting-guide\/\" rel=\"nofollow\">SalesLoft - Ultimate Sales Prospecting Guide<\/a><br><a href=\"http:\/\/www.asalesguy.com\/the-importance-of-a-sales-cadence-and-the-5-critical-elements-it-must-cover\/\" rel=\"nofollow\">A Sales Guy - The Importance of a Sales Cadence and the 5 Critical Elements it Must Cover<\/a><br><a href=\"http:\/\/www.rainsalestraining.com\/blog\/sales-prospecting-6-keys-to-success\" rel=\"nofollow\">John Doerr - 6 Keys to Prospecting Success<\/a><br><a href=\"http:\/\/www.hubspot.com\/sales\/prospecting\" rel=\"nofollow\">HubSpot - Sales Prospecting<\/a><br><a href=\"http:\/\/blog.hubspot.com\/sales\/effective-sales-prospecting-techniques-you-should-be-using#sm.00000wba2qrwgzd42xxtw9yedg31f\" rel=\"nofollow\">Matthew Cook - HubSpot - 5 Effective Sales Prospecting Techniques You Should Be Using<\/a><br><a href=\"http:\/\/blog.hubspot.com\/sales\/phone-prospecting-tips-infographic#sm.00000wba2qrwgzd42xxtw9yedg31f\" rel=\"nofollow\">Emma Brudner - 25 Sales Prospecting Techniques to Crush Your Next Call<\/a><br><br><\/p>\n <\/div>\n<\/section>\n<section id=\"related-templates\">\n <h2>Related Templates:<\/h2>\n <div class=\"text-content\">\n  <ul>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/sales-training-process\/\" rel=\"nofollow\">Sales training process checklist<\/a><\/li>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/cold-calling-checklist\/\" rel=\"nofollow\">Cold calling checklist<\/a><\/li>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/bant-sales-qualification-call-process\/\" rel=\"nofollow\">BANT sales qualification call process<\/a><\/li>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/sales-presentation-template\/\" rel=\"nofollow\">Sales presentation template<\/a><\/li>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/sales-pitch-planning-checklist\/\" rel=\"nofollow\">Sales pitch planning checklist<\/a><\/li>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/closing-the-sale-checklist\/\" rel=\"nofollow\">Closing the sale checklist<\/a><\/li>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/order-processing-checklist\/\" rel=\"nofollow\">Order processing checklist<\/a><\/li>\n   <li><a href=\"https:\/\/www.process.st\/checklist\/monthly-sales-report\/\" rel=\"nofollow\">Monthly sales report<\/a><\/li>\n  <\/ul>\n <\/div>\n<\/section>\n","protected":false},"excerpt":{"rendered":"<p>Introduction: This weekly sales prospecting checklist is a process used to generate business as the first step in an outbound sales approach. 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