During the past few years, the sales profession as well as the economy has changed dramatically. Cutbacks, downsizing, and a need to do more with fewer resources dominate many companies. For salespeople, this means a tougher time prospecting and a longer time frame for converting those prospects into paying customers.

As a result, many salespeople are either getting a lot more “no’s” as an answer, or they’re getting no answer at all from prospects. And the more “no’s” a salesperson hears, the more he or she develops a fear of rejection and dreads prospecting in general. That’s when prospecting procrastination … Read the rest