Svenja won the last 2 Power Calling Challenges in a row with a repeatable prospecting engine she shares today with the Sales Community.
Most reps treat calling as something they do. Svenja treats it as somewhere she goes.
Prospecting isn't an activity. It's a state of mind you enter and defend!
Once you see hunting as a zone you deliberately step into (and deliberately protect!) rather than something you just have to do, you will see more results and most importantly: You will have more fun!
Svenja has defined 3 habits which created a flywheel for her career. We're calling it The Hunter's Loop:
Stage 1: The Setup
Build your Space
Svenja doesn't start dialling until this isn't set up. Before a single call gets dialled, she builds the environment she performs best in. For here this is how it looks like:
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Noise-cancelling headphones on. The outside world gets switched off.
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Accounts prepped in advance. She knows exactly who she's calling and in what order.
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A clear mental contract with herself: For the next x hours, I am going through these calls. No stopping. No "quick coffee." No distraction. I lock in and get it done!
It's a zone and a decision you have to make before the calling block starts.
Stage 2: Tactical Pipeline Empathy
Sell to the human, not the pipeline stage
Her tactical empathy runs on a clean pipeline where she notes down exactly what was said the last time:
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A prospect mentions they're heading off on holiday? Straight into the notes. Next call: "How was the trip?"
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Calling around Christmas? She'll open with the very human reality of eating your bodyweight in sweets over the holidays. And you're instantly on the same team!
It's connection built on either being in the same boat as the person, or remembering the thing that mattered to them and then bringing it back next time.
Tactical empathy without a clean pipeline is just charm you forget by Tuesday. ๐คทโโ๏ธ
Stage 3: Disqualification = Qualification
Protect the Zone
Svenja doesn't chase. When she knows, deep down, that a prospect is too high a risk of wasting her time, she lets go very fast. She doesn't grind to force a meeting or "save" a deal she already senses is dead weight.
Because every minute spent desperately selling to the wrong person is a minute stolen from the right one. Disqualifying fast is qualifying quicker.
And the moment she cuts a dead lead loose, she's straight back to Step 1: Her zone where she gets it done!
The Hunt Loop ๐
Now it's your turn! Put it all together and turn it into your flywheel:
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Get in the zone โ the setup
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Stay in the zone โ tactical empathy through a clean pipeline
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Guard the zone โ disqualify fast, protect your time
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Back to the zone โ get it done, again
๐ TOMORROW: The Battle of the Companies โ๏ธ
Join us tomorrow, on September 3rd with Camille von Arnim, Ex-Amazon and now Sr. Director Sales at Doctolib, as she breaks down the differences between enterprise and scale-up career paths in sales. From lifestyle choices to Family plans, we will cover it all to help you find which one's right for you!
Who's the strongest hunter you've worked alongside? Tag them in the comments! We want to feature more Top Seller in DACH. ๐
Your Sales in DACH Team โจ
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