• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • |
  • 303-741-6636
KLA Group

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Services
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Software Development
      • Our Process
      • What is a Revenue Generation System?
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • HubSpot Implementation
      • HubSpot Implementation for Revenue Growth
      • HubSpot Monthly Support
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Productivity
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • IT Managed Service Providers
    • IT Solution Providers
    • ConnectWise Evolve
    • Sales Consultants
    • B2B Companies
    • Professional Services Firms
    • Phone System Providers
    • Manufacturing & Distribution
  • ABOUT KLA
    • Who We Are
    • What is a Revenue Generation System?
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Revenue Generating Trends Newsletter
    • Coffee with Kendra
    • Case Studies
  • Contact us

Table of Contents

  • You’re Consuming “Empty Sales Calories” Instead of Prospecting if…
  • Sales Prospecting Time Management Strategies: Have a Snack or a Meal
  • Your Sales Prospecting Time Management Choice is Personal
  • How to Add Heat to your Cold Calls
  • Get Tailored Sales Prospecting Strategies and Push Past Roadblocks

Sales Prospecting Time Management Strategies That Work

Last updated January 5, 2024 Categories: Sales Strategy

By Kendra Lee

time management

“Please, can I have some more?”

No, that’s not Oliver Twist talking. You haven’t completed your sales prospecting strategies and now your pipeline is starving.

I know, I know. You had every intention of prospecting, but “something” came up, just like it always does.

When you or your sales team constantly push off prospecting, it’s time to ask if you are using good prospecting time management and holding yourself accountable to doing it. Are legitimate business opportunities filling your calendar or are you consuming “empty sales calories”?

You’re Consuming “Empty Sales Calories” Instead of Prospecting if…

Any time you engage in sales activities that lack a specific objective, or don’t lead to actual opportunities, you’re consuming what I call “empty sales calories.”

What are “empty sales calories”?

Like nutritionally lacking (but often delicious) foods, these sales “activities” make you feel good in the moment. You convince yourself you’re being productive. Then a few hours later, you realize your pipeline is still starving, because instead of prospecting you’ve been:

  • Checking in with clients without an objective or need to do so
  • Researching a prospect for more than 10 minutes and then promising yourself you’ll “call tomorrow”
  • Conducting client satisfaction check-in calls when you know things are going well
  • Attending networking events with people not related to your target market
  • Taking clients to lunch and never asking for a referral
  • Participating in leads groups where you’ve never gotten a lead
  • Engaging in extreme cold calling by randomly searching Google for prospects

Guilty? You aren’t alone

Here’s how to kick the bad habit and engage in substantial prospecting.

Sales Prospecting Time Management Strategies: Have a Snack or a Meal

Google time management strategies and you’ll end up with more tips than you know what to do with. Really, what you need to figure out is which of the following 2 approaches works best for your schedule and prospecting style.

1. Hungry? Grab a Snickers – the sales prospecting snack approach

Our Sr. Sales Consultant Lynn Hidy prospects in bursts. She schedules snack-sized snippets of time throughout the day for prospecting. All her efforts are channeled into these 10–15 minutes.

Why prospecting snacks work

Breaking down a large goal or project makes it feel manageable. Prospecting is no different. You can take your list and segment it out into bit-sized pieces. Give each segment a slot on your calendar and focus only on those prospects during that short time.

10 voicemail mistakes checklist

2. Full-course meals and When Harry Met Sally

Meg Ryan’s character in When Harry Met Sally said she didn’t snack between meals. Under this prospecting model, you won’t either. Instead of bite-sized calls here and there, you set aside a block of time, sit down, and dial.

Why prospecting meals work

For many salespeople (myself included!) it takes a few dials to get into a rhythm. Blocking larger chunks of time gives you the opportunity to fall into the cadence you’re comfortable with.

Your Sales Prospecting Time Management Choice is Personal

One method isn’t “better” than the other. You will succeed with either if you set aside the time. Experiment with both to see what works best for you, then work your meals, snacks, or both into your schedule.

Put it on your calendar

Block off the time, right now. Make your prospecting dates recurring events so no one can invite you to meetings during that time. Avoid the temptation to cancel on yourself, and engage in substantial prospecting activities when the calendar reminder pops up. Use one of these games to make prospecting fun (seriously!).

Prospecting time management is only half the battle

Part of the reason salespeople put off prospecting is because it’s difficult, or they don’t want to hear “no” or be ignored. If this is your challenge you don’t have to let it stop you from filling your pipeline, find a sales mentor, or get coaching or training to know exactly how to handle these wily prospects.

How to Add Heat to your Cold Calls

Marketing campaigns add a dash of cayenne spice for your prospecting snacks and meals. By combining B2B lead generation campaigns and sales prospecting, you fire up cold calls and free yourself from cold outreach. You know the marketing emails they engaged with, blog posts they read, or resources they downloaded. This information becomes the basis of your call and immediately shows your prospect you understand their concerns.

Expertly mix marketing and sales

A healthy balance is key in life, diets, and your sales and marketing. Read this article to get the right strategic mix: When To Use Lead Generation Campaigns versus Sales Prospecting.

Get Tailored Sales Prospecting Strategies and Push Past Roadblocks

If you want someone who will hold you accountable and push you past your roadblocks, sign up for our coaching or training sessions today. Here are 3 ways we help teams and individual salespeople:

How-To Cold Call Training

Increase your confidence, capture the attention of B2B decision makers, and set more appointments.

Explore Sales Prospecting for Profits

Consultative Selling Training

Transition out of transactional sales and become a partner your clients seek out for recommendations and services.

Explore Sales Methods to Get to Yes Faster

Sales Coaching

Anyone in your organization can work with our expert sales coaches to improve processes, skills, and systems so your organization achieves its sales goals.

Explore Sales Coaching

Explore all sales training and coaching opportunities

Get more leads for your business

Read More Related Articles

businessman using binoculars
Revenue Generating Success Strategies , Sales Prospecting, Sales Strategy What To Include in a Sales Plan To Achieve Your Goals
Marketers celebrating their successful plan
B2B Lead Generation & Marketing, Revenue Generating Success Strategies , Sales Strategy What To Include in a Marketing Plan To Generate Leads
Sales management
Revenue Generating Success Strategies , Sales Hiring, Sales Strategy Is Sales Management for You?

Primary Sidebar

Footer

Office

  • KLA Group
  • 7779 S Glencoe Way
  • Centennial, CO 80122

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Coffee with Kendra
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA
  • Sitemap

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Service Areas

  • Commerce City, Colorado
  • Englewood, Colorado
  • Lakewood, Colorado
  • Wheat Ridge, Colorado

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy

© 2025 KLA Group. All Right Reserved.

  • What Should Show on Caller ID When You’re Prospecting?
  • 4 Ways Your CRM Should Be Closing More B2B Sales for You 
  • How Consultative Selling Drives B2B Sales Growth 
  • Are You Missing Opportunities To Strengthen Your Sales Team?
  • How To Boost B2B Sales in Q4 Without Discounting

test

Subscribe to Our Blog

Get the latest sales and marketing articles from KLA Group delivered directly to your inbox. 

Name(Required)
This field is hidden when viewing the form
Untitled(Required)
This field is for validation purposes and should be left unchanged.

Talk with an Expert

Name(Required)
This field is for validation purposes and should be left unchanged.

Syllabus - Lead Generation

Name
This field is for validation purposes and should be left unchanged.

Coaching - Sales

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Ask for Referrals

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Email Prospecting

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Consultative Selling

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Cold Call

Name
This field is for validation purposes and should be left unchanged.
SUBSCRIBE TO OUR BLOG