GM to the Top 1% 👋
Day 7. You made it.
🎯 TODAY'S INSIGHT: The Monday-Friday Prospecting System
This week, you learned:
Day 1: DISC cold email formula (Data → Insight → Solution → Casual CTA)
Day 2: 3-2-1 follow-up sequence (Value → Angle → Breakup)
Day 3: 15-minute LinkedIn warm-up routine
Day 4: Ghost Whisperer framework for dead deals
Day 5: SPIN-Lite discovery questions
Day 6: ACE objection handling (Acknowledge → Curiosity → Explore)
Today, I'm putting it all together into a weekly workflow you can repeat every week.
This is the issue to bookmark.
📅 MONDAY: Research Day (1 hour)
The Activity:
Research 10-12 new target accounts
Find 1-2 pain points per account
Identify the right contact at each company
Save everything to your CRM/spreadsheet
Claude Prompt:
"Research brief for [Company]:
Company: [Name], Industry: [X], Size: [X employees], Recent news: [What you've found]
Generate:
3 likely pain points for [target role] at this company
2 potential triggers that might create urgency
1 personalization angle I could use in cold outreach
Potential connection points to me"
Time spent: 1 hour Output: 10-12 fully researched accounts ready for outreach
📅 TUESDAY: Cold Email Day (45 min)
The Activity:
Write and send DISC emails to 10 new prospects
Use Monday's research to personalize each
Claude Prompt:
"Write a DISC-format cold email:
Prospect: [Name], [Title] at [Company] Research insight: [paste one key finding from Monday] My offer: [your value prop in one sentence]
Requirements: Under 80 words, Data point → Insight → Solution → Casual question"
Time spent: 45 minutes Output: 10 personalized cold emails sent
📅 WEDNESDAY: LinkedIn + Follow-Ups (30 min)
The Activity:
15-minute LinkedIn warm-up (engage with 5 prospects' content)
Send follow-up emails to Day 3+ prospects using 3-2-1 framework
Send 5 new connection requests
Claude Prompt for Follow-Ups:
"Generate follow-up #2 for this cold email I sent 3 days ago:
[Paste original email]
The prospect hasn't responded. Generate a follow-up that adds NEW value, under 60 words, doesn't apologize for following up."
Time spent: 30 minutes Output: LinkedIn engagement done, 5+ follow-ups sent, 5 connections requested
📅 THURSDAY: Discovery Prep + Calls (varies)
The Activity:
Prep for scheduled discovery calls using SPIN-Lite questions
Execute calls with 40% talk time target
Log insights immediately post-call
Claude Prompt:
"Pre-call prep for: [Name], [Title] at [Company]
Generate:
4 customized SPIN-Lite questions for their situation
3 likely objections they might raise
ACE responses for each objection
One 'insight gift' I can share that would be valuable"
Time spent: 15 min prep per call Output: Fully prepared for every call, higher close rate
📅 FRIDAY: Pipeline Review + Deal Revival (30 min)
The Activity:
Review all active opportunities
Identify stalled deals for Ghost Whisperer reactivation
Update CRM with notes and next steps
Claude Prompt for Stalled Deals:
"Reactivation email for stalled opportunity:
Account: [Company], Contact: [Name], [Title] Last engagement: [date and context]
Generate a 'Value Bomb' email that brings new value, creates urgency, isn't desperate, under 75 words."
Time spent: 30 minutes Output: Clean pipeline, 3-5 reactivation emails sent
The Numbers That Matter:
If you follow this system, here's what a month looks like:
Accounts researched: 48/month
Cold emails sent: 40/month
Follow-ups sent: 60/month
LinkedIn engagements: 100/month
Deals reactivated: 16/month
At a 10% reply rate and 30% meeting conversion:
10+ new meetings per month from cold outreach alone
Plus warm conversations from LinkedIn
Plus revived deals from ghost whispering
That's pipeline you control. Not luck. System.
📊 QUICK STAT
Top performers spend 33% of their time actually selling. The rest? Admin, research, meetings, CRM updates.
Source: Salesforce
This system reclaims your time. The AI handles the busywork. You handle the conversations that close deals.
Week 1 Complete. What's Next?
Next week in Morning Sales:
Warm introduction strategies (getting intros without being awkward)
Multi-threading deals (protecting yourself from single-threaded risk)
Negotiation frameworks (holding your price without losing the deal)
Reader Q&A from this week's replies
💬 QUESTION OF THE DAY
What from this week are you implementing first? Hit reply — I want to hear what's resonating.
See you tomorrow,
Edward
Founder, Morning Sales
P.S: Share this on LinkedIn with your take, screenshot it, and reply to this email. I'll send you my 'Warm Intro Request Template' that converts at 58%