Prospecting – every salesperson knows how crucial a step this is to creating consistent sales and remaining profitable. Neglect prospecting and you may not feel the pain today, but the future will surely reflect your negligence!
Why then, do so many sales professionals claim to have “no time” to spend on this essential part of the sales process?
Your sales revenue problems may, in fact, be sales activity problems. And, the root of all sales activity problems is a failure to prospect consistently and efficiently.
Perhaps a smarter prospecting approach is required? I discuss this approach in this article.