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