There is a lot of noise and confusion about prospecting in the sales world.

It’s always been hard to get salespeople to prospect for new business — even when proactively pursuing strategic target accounts was widely accepted as a valid method for acquiring new customers. Today, the false teachers, many from the Sales 2.0 movement, loudly proclaim that prospecting is dead and completely ineffective for developing new business.

Be on guard when you hear people preaching that prospecting no longer works. Be careful because it is exactly what your itching ears want to hear. No one really likes to do … Read the rest

Here’s reality: very few salespeople prospect for new business. And even fewer do it effectively.

There are a lot of reasons as to why that’s the case, but one stands out above the rest. Fewer and fewer salespeople have a working knowledge of how to prospect! Many in sales today don’t prospect because they never had to do it and a good number of them don’t know how. That ignorance is only reinforced by the false teachers from the Sales 2.0 movement who proclaim that prospecting is no longer effective for picking up new business. Their deadly advice is music … Read the rest