Q4 workflow: Productivity

Ashley Slater Photography

● Uncovering why juggling does not work

● How prioritizing will yield better results

● Importance of staying loyal to yourself

● Peek into veteran sales AE’s daily schedule

● Tips & Tricks on workflow

● Blitz idea

What we will cover:

Multitasking is a myth

Why juggling doesn’t work

● Choose an important task to focus on first in the morning

● Focus on 1 specific task at a time

● Keep email in check

● Set your “to do list” for the next day

Prioritization yields better results

● Give yourself daily goals for each task: ○ i.e 10 renewals, 20 NEW phone calls, 20 NEW opportunities in

Salesforce, work on proposals, additional touches ( Big/New client) & set

goals for tomorrow.

● Stick to your Calendar & Tasks in SF

Stay loyal to yourself

● Block off time on your calendar

● All renewals should be completed the 1st week of the month

● Don’t allow yourself to get sucked into customer service issue

Stay loyal to yourself

○

Stay focused

Veteran AE’s Daily Workflow

Ashley Slater Photography

7:30-9:30 am

● Read and return emails

● Check my Google calendar and My Account/the live TK site for services that were supposed to renew, expire, upsell or new

● Email Strategy Specialist/SOSS with integration errors

● Check unconverted Leads filter in Salesforce for new leads that haven't been turned into Accounts and call/email

● Check Opportunities filter in Salesforce for any changes

● Send manual email through Gmail to outstanding e-signs

Karla Setser’s workflow: Early morning

9:30 am ● Call the e-signs that are still outstanding and tell them it's needed ASAP and

expires soon and will have to be redone if they don't sign it ASAP

10:00 am - noon ● Work new: I work backwards through my gmail (working most recent emails

first) and also backwards through My Accounts filter in Salesforce (most recent items first) with phone calls and emails

● Work renewals: call and email from my printed out pre-prepped sheets with annual stats and storefront analysis (I do this on my own each month - about 10 hours of prep work done outside of selling time)

Karla Setser’s workflow: Mid-morning

1 pm - 5 pm

● Continue to work new: My Accounts filter in Salesforce (most recent items first) with phone calls and emails

● Tend to have more renewal phone calls earlier in the month: on Monday’s

● Renewal phone calls each last from 30 minutes to an hour where I review:○ My Account: Wedding Pro’s responses to couples○ Make sure they have a head shot/bio○ Review viewings of their TK page and conversions○ Check their website○ Check TK live listing and links on their Storefront○ Check # of reviews they have toward BOW, share latest market info,

etc.

Karla Setser’s workflow: Afternoon

7am - 9am● Respond to emails overnight● Check SF - Leads filter● Call /email ASAP● Prospect for 45min everyday

9am - noon● Review calendar & tasks in SF● Check pending Echosigns● Make follow up phone calls /log calls/follow-up/emails for pending Echosigns● Send emails out to prospects based on category blitzes, time of year,

freemiums

1pm - 5pm● Add in notes to prospects/leads that have now been entered into SF (from my

AM prospecting)● Send out proposals/follow-up to calls and emails I had in the AM ● Set goals & tasks for the following day

Denise Bell’s workflow:

9am- noon

● Check calendar ● Respond to emails overnight● Manage all customer service requests● Look at SF Dashboard● Review tasks in SF for the day● Call on pending Echosigns and send FINAL WARNING emails to pending

Echosigns● Call / Send follow up emails for renewals

1pm-5pm

● Look at all Opportunities for NEW Sales● Call/send follow up emails for prospects who I have opportunities out for● Send follow-up proposals to any INBOUND leads ● Prospect for 1-2 hours● Send an initial intro email one-by-one to new prospects

Julie Johnston’s workflow:

Paige Jones Photography

Workflow TipsMilou + Olin Photography

1st of each quarter● Get an updated current client list - SF under reports● Send “check in” email blast to see if they need any assistance

End of month:● If I’m ahead of budget, I go through my markets & categories to see if

Storefronts are missing a main photo or need to update photo● Send to my SS

1 month prior to BOW:● Send out a personal email to clients letting them know how many more

reviews they need to qualify

Magazine sale date:● Send an email blast to all magazine clients letting them know magazines are

now on newsstands & if they need any additional copies

Christina Emerson’s workflow: Tips

Monday or Tuesday only: ● Pull a report of prospects and clean up list ● Set up Tout email blast to be sent for Tuesday or Thursday morning

1st day of the month: ● Filter renewals by end date for the month in SF ● Call & send out all initial renewal emails asap with a deadline on when

Echosign will be sent● Make tasks in SF for renewal deadlines

Julie Johnston’s workflow: Tips

CONFIDENTIAL © 2014 XO GROUP INC. ALL RIGHTS RESERVED.

Blitz Trick

Cly Creation

Make it fun

What are you going to implement today?

#1

#2

| 21© 2014 XO GROUP INC. ALL RIGHTS RESERVED. The Knot Real Weddings Study 2015

Milo

u +

Olin

Pho

togr

aphy

Thank you!