Prospecting Playbook
100
Calls / Day Standard Cardone Objection Rules
365
Day Follow-Up Cadence
Office Technology Industry
Onboarding & New Hire Training
Two structured weeks before a sales rep makes their first dial. Hands-on, self-guided, role-play, and real-world shadowing — designed so reps see day one as the moment everything that's been rehearsed gets put into action, not the moment they figure things out.
Day 1 — Introduction & Onboarding: Welcome & HR orientation · Team introductions & office tour · Company overview · Team lunch · Product lines & services overview · Self-guided culture & values modules.
Day 2 — Product & Manufacturer Training: Deep dive into major manufacturers · Interactive product training: imaging systems & software · Self-guided learning on advanced product features.
Day 3 — Administrative & CRM: Introduction to CRM & HubSpot · Administrative protocols · Hands-on CRM training · Self-guided reporting & analytics.
“Day 10 — Final Assessment & Strategy: Final assessment on product knowledge & sales skills · Review & feedback · Graduation lunch · Individual strategy & targets · Closing meeting with sales manager and goal setting.”
Mutual Commitments
Both sides sign. Both sides know what's expected. This document removes the ambiguity that quietly kills sales hires in their first 90 days.
The Company Commits To
Comprehensive training on products, sales techniques, and insights Access to tools and resources (CRM, product info, market analysis) Ongoing support, additional training, and mentorship Daily and weekly team meetings for goal alignment Weekly 1:1 meeting for progress review and goal setting A positive, supportive, inclusive work environment Transparent communication on feedback and career progression Marketing and lead generation support Regular performance evaluation with constructive feedback
The Sales Rep Commits To
Adherence to company values in all professional conduct Active participation and engagement in training, meetings, activities Timely task completion within deadlines Effective CRM usage for client management and sales tracking Meeting initial 90-day sales targets and ongoing quotas Time management following A/B/C task prioritization Professional development and self-improvement Hitting activity targets for calls, emails, and booked meetings Building and maintaining strong client relationships
Activity Targets
The Routine
Daily Routines & Goals
Remember to ASK FOR HELP & CELEBRATE WINS!
📝 Daily Goals
Each team member writes down and shares their goals with the rest of the team daily. This visualizes, reinforces, and creates accountability + motivation.
⚡ Daily Team Warm-Up
Start the day with a 15–20 minute team meeting. Build energy. Share wins. Keep it short.
📚 Weekly Training
Review goals, achievements, challenges. Identify new objections. Review what's working in scripts. Role-play. Cardone training. Adjust as needed.
Where SDRs Fit
Quantum Growth Model & Prospecting Role
Prospecting Role Job Description
Duties
- HubSpot management: diligently update notes & documentation; maintain client info
- Lead research: proactively identify leads using LinkedIn Sales Navigator, ZoomInfo, industry databases
- Activity quota: minimum 100 calls + 100 emails per day
Requirements
- Self-starter drive and motivation
- Inside sales experience (office tech sector a plus)
- Strong verbal & written communication
- HubSpot CRM proficiency & documentation discipline
- Resilience and positive attitude under rejection
- Team collaboration in fast-paced environments
Cold Calling Tips
Daily Calls Needed
Call Preparation
Research the client. Know how your product helps them specifically.
Role-Play Scenarios
Practice industry-specific reactions. Anticipate the curveballs.
Be Personable
Friendly, engaging, conversational. Don't sound scripted.
Compelling Opening
Lead with how you enhance efficiency or reduce costs.
Relevant Questions
Uncover specific pain points around their current systems.
Tools at Hand
Brochures, demos, follow-up materials ready to send.
Track Objections
Log them. Develop strong responses for the recurring ones.
Know Your Math
Calls → appointments conversion. Daily call volume needed.
USP Up Front
Years of experience, local support, manufacturer partnerships.
Plan the Follow-Up
Schedule second call, send materials, enroll in sequence.
Use HubSpot
Schedule, track, document every interaction.
Team Collaboration
Share what works. Share what didn't. Compound the learning.
The Math
Appointments / Day Goal Use technology to eliminate manual tasks Make rejection fun, not feared Identify where you're getting stuck in your script and adjust Learn from every call
Know Who You're Calling
Call Contacts: Gatekeeper vs Decision Maker
Always remain professional and polite. Don't be hesitant to share more about why you're calling — gatekeepers can sometimes help you identify a better prospect to connect with.
🛡️ The Gatekeeper
Screens and directs calls — typically Administrative Assistant or Office Manager. Already busy with a million tasks. May be instructed to deny sales calls.
👔 The Decision Maker
Has final authority over the purchasing decision. In B2B sales, typically a member of the C-suite who can sign the check or approve the purchase.
The Three Pillars
The List
Accurate, prioritized, refreshed quarterly
The Message
Non-supplicative, confident, value-led
The Delivery
Disciplined, coached, consistent
HubSpot's reference: 5 Types of Decision Makers & How to Sell to Each One.
The Frame
Value Proposition & Call Script Formula
Verbatim Scripts
The Formula
[Company] helps [X] with [Y & Z] to eliminate or improve [A & B]
Education Example
"[Company] helps educational institutions with integrated communication and I. T. managed services to eliminate downtime and improve engagement."
Healthcare Example
"[Company] helps healthcare facilities with secure document management and Vo IP systems to eliminate data breaches and enhance patient communication."
Sample Value Proposition Statement
At [Company], we empower businesses with cutting-edge office technology solutions tailored to enhance productivity and efficiency. Specializing in copiers and printers, document management, managed print services, Vo IP, and I. T. Managed Services, we deliver customized, reliable solutions backed by over [X] years of industry expertise. Our commitment to exceptional service and top-tier technology partners ensures that your business runs smoothly and efficiently — allowing you to focus on what matters most: your core operations.
Six Reasons to Do Business With You
Personalized Service
Lasting partnerships, not transactions.
Comprehensive Solutions
One-stop-shop across copiers, MPS, Vo IP, IT.
Proven Expertise
[X]+ years of local industry experience.
Premium Partnerships
Industry-leading manufacturer relationships.
Commitment to Success
Flexible solutions that scale with the business.
Exceptional Support
Quick resolution and ongoing assistance.
Call Scripts
Tone: confident, authentic, slightly informal. Pace: start slow and thoughtful, accelerate as the conversation builds. The scripts below are verbatim — including the conversational puzzles, pattern interrupts, and objection turns.
"Hi, I'm calling for [prospect's name]. This is [your name] with [your company name]."
Option 1: Gatekeeper transfers you directly → follow Standard Outreach Call.
Option 2: Gatekeeper asks what the call is regarding → "I'm following up on an email I sent [prospect's name] regarding [your value proposition]."
“Tie the announcement to scaling demands → introduce your value prop as the partner for the new growth phase → request a brief discovery conversation.”
Voicemail Scripts
Five voicemail templates by scenario. Each is short, intentional, and pairs with a follow-up email sent the same day.
"Hi, this is [Your Name] from [Company]. I'm reaching out because I'm interested in learning more about the sales organization at [Prospect's Company]. We specialize in enhancing office technology and document management, and I believe we could offer valuable solutions to streamline your operations. You can reach me directly at [Number]. I'll also follow up with an email tomorrow. Looking forward to talking. Goodbye!"
"Hi [Prospect's Name], this is [Your Name] from [Company]. I've been collaborating with businesses in [Location], including companies like [Company A] and [Company B], and I was thinking it might be beneficial for us to discuss how we can support your operations. If you could give me a call back at [Number], I'd love to learn more about [Prospect's Company]. Looking forward to potentially working together."
"Hey [Prospect], my name's [Your Name] and I'm calling from [Company]. [Referrer's Name] suggested we get in touch, thinking you might be interested in what we offer. Please give me a call at [Number] — we can discuss how our advanced office technology and document management solutions could be a great fit for [Prospect's Company]. I've also sent you an email with more details. Looking forward to it!"
“Hi there, this is [Your Name] calling from [Company]. I was hoping to connect with the person who's in charge of office technology and document management in your business. If that person could please call me back at [Number], I'd love to discuss how we can work together to enhance your document workflow efficiency and office productivity. I look forward to hearing back. Thanks and have a great day!”
LinkedIn Connection Series
Four full message series + industry-specific options. Each series is a sequence of 4 messages with timed delays — designed to feel personal, not automated.
Connect: "Hey [first name], I see you have also [shared interest/experience]. I like networking with other [shared interest] and would appreciate your connection."
Msg 1 (1d 108min): "Appreciate the connection [first name]! I try making every LinkedIn connection meaningful. Do you have time this week or next to see what value we can add to one another?"
Msg 2 (3min): "Also, if it's easier to coordinate, choose a good time on my calendar: [LINK]"
“Msg 1 (115min): "Thanks for accepting! I'll get straight to the point: I want to hear more about what you do. I looked around on your profile and think we'd be a great fit to do business together. Would you give me a shot to tell you why over the phone?”
“Option 4: "Hey [first name], always looking for more leaders in [target industry] to add to my network. Would love to connect!”
Objection Handling — Cardone's 8 Rules
Grant Cardone's 8 rules for mastering objections. Memorize them, internalize them, work on them every day.
Commit to Mastering Objections
Take Responsibility
Define the Real Objection
Identify Where in the Process
Objection vs. Sales Process
Prepare Until You Can Predict
Practice Until You Master
Work on Objections Every Day
Common Objections & Responses
Recognize: "That's great to hear — [competitor] is a notable company. We actually have several mutual customers. They often find that our solutions, with unique benefits like [unique benefit #1] and [#2], make achieving [X goal] more efficient."
Complement: "I understand. I'm not suggesting an immediate switch. I'd just like the chance to demonstrate how our solutions can add value to what you're already achieving with your current vendor."
Inquire: "Could I ask what evaluation process you typically go through? Have you experienced any challenges or limitations with your current vendor that you wish could be addressed?" Reference: HubSpot's competitor objection guide.
Option 1: "Absolutely, I can provide that information. May I ask a few questions about your current document management systems and office technology to ensure the information I send is tailored to your specific needs?"
Option 2: "I'm happy to send more detailed information. Would it be possible to schedule a brief meeting for one of our account managers to visit and explain how our solutions could address the specific challenges you're facing? It's often helpful to see firsthand how we can enhance efficiency and streamline processes."
"Our clients typically see an average return on investment of X% within the first 6 months. We invest significantly in offering top-tier office technology solutions, which in the long run reduces risks and costs for your business. We're known for providing unparalleled support compared to others in our field, ensuring that you get the most value out of your investment."
Email Templates
11 email templates for the full prospecting cycle. Every template answers the two questions every prospecting email must answer: Why you? and Why now?
"Hi [NAME], I am reaching out to connect with the individual who oversees the office technology and document management systems at [Prospect's Company]. In my efforts to find the right contact, I have also reached out to [Person X, Y, Z]. If discussing potential improvements aligns with your role, I would be eager to set up a time to chat. We specialize in providing state-of-the-art office technology and document management solutions — partnering with top manufacturers, helping numerous businesses in [their area/industry] achieve significant improvements. If you are the appropriate person, please let me know what your schedule looks like for a brief call. If not, I'd appreciate your recommendation on who to contact. — [Signature]"
Subject: Thank You for Your Inquiry at [Company]
"Dear [Prospect], thank you for reaching out. We appreciate your interest in optimizing your office technology and document management systems. We take pride in delivering state-of-the-art solutions, enhancing document workflow efficiency. To discuss how we can tailor our services to meet your unique business needs, I would be delighted to arrange a brief call at your convenience. — [Your Name]"
“Reference: HubSpot — 8 Effective Sales Prospecting Email Templates · 25 Proven Sales Email Templates”
“Thank you for taking the time to discuss [Company]'s current goals and challenges. To provide a clearer picture of how other companies are addressing similar challenges, I'd like to propose a follow-up call with [Sales Team Contact]. To make scheduling our next meeting as convenient as possible, please feel free to use the link below: [Insert Scheduling Link]. Looking forward to demonstrating how we can be a valuable partner. — [Your Name]”
“Email 3 — Final Outreach: "As we're updating our files for the month, I'm trying to determine if we should keep your inquiry active. If you aren't interested, could I have your permission to close your file for now? If you are still considering, what would you suggest as the next step?”
365-Day Follow-Up Calendar
“A full-year touch cadence for prospects who didn't buy on the first call. The reps who close at 18 months stick to this calendar. The reps who give up at 30 days don't.”
Quantum runs the playbook with you
The playbook is the framework. The execution is what books meetings. Quantum's Sales Blitz program implements every script, voicemail, sequence, and follow-up cadence in this playbook — running on Connect & Sell, with HubSpot integration, weekly coaching, and disposition discipline. Your reps focus on the conversations; we own the system.