#602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)

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Three-time President’s Club winner Charlotte Johnson breaks down the exact prospecting process she uses to work her territory, prioritize the right accounts, and consistently build pipeline. She shares how she segments accounts, researches Tier 1 prospects, leverages signals and partners, writes messaging, and organizes her calendar so prospecting actually gets done.

🎯 Segment your territory by effort: Divide accounts into Signals, Tier 1s, and Volume so your time and personalization match the opportunity.

🤝 Use every path into Tier 1 accounts: Combine account research with internal connections, channel partners, previous conversations, and relevant trigger points to create warmer ways in.

📅 Turn prospecting into protected calendar blocks: Decide exactly which accounts you’ll work, link the necessary notes, time-box the activity, and treat prospecting time like a customer meeting.

You’re one step closer to President’s Club!:

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