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9: This will transform your productivity · Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth

• 1:35
  Speaker 1: There is one super impactful thing you can do to supercharge your productivity, and Jeb blunt talks about it in his book, fanatical prospecting
• 1:55
  Speaker 2: [inaudible]
• 1:56
  Speaker 3: welcome to the bite sized sales podcast where we believe that sales is the most important team and a B to B company.
• 2:04
  Speaker 3: That complacency is the enemy and taking bite-size steps each day to get better at your craft is the best way to improve results.
• 2:12
  Speaker 3: I am your host, Andrew Monahan, and I'm using my 26 years of experience in B2B sales to bring you small, actionable ideas every day to help you get better
• 2:30
  Speaker 2: [inaudible].
• 2:30
  Speaker 2: There is
• 2:30
  Speaker 1: probably nothing quite as boring, mundane and simple, but as so effective as time blocking to a salesperson.
• 2:39
  Speaker 1: The idea that you will set aside time blocks in your week for specific tasks has been talked about forever and ever, and lots of people that I've worked with in the past, I've got lots of reasons why time blocking won't work for them because it seems such a hokey or or too simple a way of doing things.
• 2:57
  Speaker 1: There's lots of excuses and things that they come up with to say, Oh no, no, I don't time block and it doesn't work for me.
• 3:05
  Speaker 1: The fact is that we all time block our lives whether we want to believe or not.
• 3:11
  Speaker 1: You know, we time block our sleep.
• 3:12
  Speaker 1: We time block ma, uh, lunches, breakfasts, mealtimes, we time blogged dates.
• 3:18
  Speaker 1: Um, if you've been in sports teams, you time block, practice.
• 3:22
  Speaker 1: It's all around us.
• 3:23
  Speaker 1: You know, professional sports people don't randomly walk through your days kind of doing things when they feel like it.
• 3:30
  Speaker 1: There's set blocks when they go and have to work at.
• 3:33
  Speaker 1: There are set times when that to take on fuel in terms of food and drink.
• 3:38
  Speaker 1: There's set times laid out all to get their performance working at very high level and there's no reason why we can't use that same thought process.
• 3:48
  Speaker 1: Four things are critical to us in our work lives to all the research ever done around the idea of blocking time says that it works.
• 3:57
  Speaker 1: I haven't seen one thing anywhere that presents some conflicting way that says, no, no, no, no, no.
• 4:03
  Speaker 1: That's the old way of doing it.
• 4:04
  Speaker 1: The new way of doing it is something brand new and it is much more effective.
• 4:08
  Speaker 1: I just haven't seen that.
• 4:09
  Speaker 1: Time blocking just works.
• 4:12
  Speaker 1: The trick we got to do though is recognize that and start using it and committing to doing it.
• 4:17
  Speaker 1: So in this book by Jeb blunt, fanatical prospect, and he talks about this as a concept and here's what he says, time blocking is transformational for salespeople.
• 4:27
  Speaker 1: It changes everything.
• 4:29
  Speaker 1: When you get disciplined a blocking your time and concentrate in your, you see a massive and profound impact on your productivity, you become incredibly efficient.
• 4:40
  Speaker 1: When you block your day into short chunks of time for specific activities, you get more accomplished in a shorter time with far better results.
• 4:50
  Speaker 1: And then he goes on to talk about it in the context of, of prospecting.
• 4:54
  Speaker 1: So he says the good news is most salespeople can set all of the appointments they need to keep their pipeline packed with new opportunities in an hour or two each day.
• 5:04
  Speaker 1: When that activity is concentrated into set prospecting blocks.
• 5:10
  Speaker 1: If you invest just an hour a day to make 25 to 50 calls and another hour for email and social prospecting, I can absolutely an unaccredited guarantee that in less than 60 days, your pipeline will be packed.
• 5:26
  Speaker 1: So he's very passionate about the power of, of time blocking.
• 5:30
  Speaker 1: Uh, he's seen it obviously in the real world.
• 5:31
  Speaker 1: He's probably seen all the research and you know, I think of it like this is one of these tools that's at our disposal and you're holding yourself back.
• 5:41
  Speaker 1: If you don't try it, commit to it.
• 5:43
  Speaker 1: Make it work for you.
• 5:45
  Speaker 1: Now the trick to this is not to time block your whole week.
• 5:48
  Speaker 1: All of a sudden have all laid out cause that's gonna fall apart and you'll fall off that habit very quickly.
• 5:53
  Speaker 1: The trick is to have tiny habits come into play.
• 5:56
  Speaker 1: So start with one or two time blocks in the week for certain high, high value activities.
• 6:03
  Speaker 1: All right?
• 6:04
  Speaker 1: And make sure you keep commit to those a time blogs.
• 6:07
  Speaker 1: I think the best advice I can give you on that is treat those time logs as if is as important as meeting with one of the leading decision makers that one of your main prospects.
• 6:18
  Speaker 1: You won't blow that meeting off, right?
• 6:20
  Speaker 1: So don't blow off these time blogs if you've got them blocked for high value activities.
• 6:26
  Speaker 1: So look at the next day, look at this week and start using this.
• 6:32
  Speaker 1: And when it comes up, you commit to uh, actually following through on that time block and then look at the results and look how much you can achieve in such a high focused way by doing time blocking
• 6:50
  Speaker 2: [inaudible].
• 6:52
  Speaker 1: If you want to get the book mentioned in this episode for free, simply go to bite size sales.com forward slash free book.
• 7:00
  Speaker 1: If you sign up on that page for unstoppable dot du, we'll send you your book on us.
• 7:06
  Speaker 1: Unstoppable gives you habit forming action notes on great sales books such as spin selling, never split the difference.
• 7:14
  Speaker 1: New sales simplified the challenger sale and many more in there.
• 7:19
  Speaker 1: You get the best ideas from these books.
• 7:22
  Speaker 1: All organized in a straightforward and easy to implement way and designed for you to take action and transform your results.
• 7:30
  Speaker 1: All of the equivalent of three cups of coffee per month.
• 7:35
  Speaker 1: Start now and get your free book by going to bite sized sales.com for slash free book
• 7:48
  Speaker 2: [inaudible].
• 7:50
  Speaker 1: If you enjoyed this episode, please share it with anyone you think would give value, coworkers, teammates, your boss, your head of sales, even that guy you worked with two companies ago who could probably do with some help.
• 8:02
  Speaker 1: In fact, just overshare it.
• 8:04
  Speaker 1: This is one of the few times it's cool to do that.
• 8:06
  Speaker 1: Your podcast that we'll have a share button, please click it and share it widely.
• 8:16
  Speaker 2: [inaudible].