I have been prospecting for new business on a regular and consistent basis since 1985.
For my team and prospecting is a way of life. We could never have developed our respective businesses and reputations without the vital business skill of prospecting. We both confess that in the early days we did not enjoy many of the aspects of prospecting but we learned how to prospect successfully and we understand that prospecting is like oxygen – it fuels the fire of sales. Without prospects to speak to we cannot do business.
That is why I find it very interesting that certain industries are only now realising the vital importance of prospecting to their businesses; however, many of their kind are not prepared for this task at all thus leaving their sales teams anaemic and weak.
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