#602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)
Summary
Charlie Johnson, a President’s Club winner, shares her exact prospecting process for building pipeline in a tough market. She details segmenting accounts into signals, tier ones, and volume buckets, using specific outreach tactics like re-engaging closed-lost deals and leveraging partner intel. Johnson also demonstrates how to schedule deliberate, color-coded time blocks to ensure consistent execution of these strategies.
Topics discussed
Introduction to Charlie Johnson's prospecting process
Segmenting accounts: Signals, Tier 1, and Volume
Time allocation for strategic vs. volume accounts
Re-engaging closed-lost deals with natural outreach
Leveraging industry trends and LinkedIn connections
Sponsor message: Outreach AI platform
Sponsor message: Pipedrive CRM
Using internal colleagues for warm introductions
Detective work: Understanding critical business systems
Channel partner strategy and stakeholder mapping
Crafting personalized messaging from research
Efficient research and event-based follow-ups
Cyber resilience workshops and internal referrals
Sponsor message: Outreach AI platform
Sponsor message: Pipedrive CRM
Leveraging IT partners for account insights
Volume campaigns using AI and industry trends
Addressing backup objections in volume outreach
Time blocking and daily planning for prospecting
Conclusion and call to action
Sponsor message: Align AI deal workspace
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