How I Track My Cold Calling Activity

+ use the 3-3-3 Method

Hey peps,

Trying a new format for The Growth Lab newsletter.

Every week I’ll share 3 short, actionable insights, tools + tactics that help me sell in the Construction and Property Services space.

Enjoy!

🎧 New podcast episode

Daily Monitoring Activity

Here are my call stats for the third week of May:

I made 241 calls:

• 166 connected

• 78 were operations-based (booking & arranging skips, getting quotes)

• 49 were made to existing accounts

• 21 went to voicemail

I started tracking my calls after finishing the PBD Sales System course. I track:

• Dials made (Dials)

• Connections made (Connects)

• Emails requested (Email)

• Messages/Voicemails left (LM - Left Message)

• Meetings set (Meet)

• Not interested replies (NI)

• Client calls (Client)

• Quote follow-ups (Quote)

• Helpful feedback (FB)

Monitoring this data helps me understand my call activity output.

1. What’s my connect rate? (averaging at 60%)

2. What’s my meeting booking rate? (< 1%)

With these data points, I know how many calls I need to make to qualify a new opportunity from cold outreach.

Make a cop of my DMA tracker here.

7 things high-performing sales consultants DON’T do

I spent 2024 listening to hundreds of hours of sales podcasts and audiobooks.

Here are seven things I learned all high-performing sales consultants 𝘿𝙊 𝙉𝙊𝙏 𝘿𝙊:

1. Fail to diagnose before they prescribe.

2. Provide too much information too soon.

3. Fail to prepare ahead of time and blag it.

4. Push features that buyers don’t need or understand.

5. Immediately try solving problems instead of listening.

6. Talk too much during the discovery or closing process.

7. Ask questions on autopilot instead of generating curiosity.

BTW - my go-to sales podcasts:

• The Sales Gravey Podcast with Jed Blount

• The Sales Daily Show by SellBetter

• 30 Minutes to Presidents Club with Armand Farrokh and Nick Cegelski

The 3-3-3 Method

I learned this productivity method from Oliver Burkeman.

1. Spend 3 hours on your most important task.

Prospecting is my most important task, including calls, emails, and LinkedIn. I dedicate three time blocks throughout my day to each activity.

1. Complete 3 shorter tasks.

Things like completing pre-qualification questionnaires or dealing with account management queries.

Activities I generally avoid, which take a few minutes to complete.

1. Work on 3 maintenance activities.

Admin (updating CRM, invoice reviews, reporting), account-based research, and preparing call lists.

These activities ensure I’m up-to-date with my prospecting and account management.

Try this simple method to provide structure to your day.

I break down the method in detail here.

Thanks for reading!

Matt @ The Growth Lab

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