Depending on the behavioral style of the salesperson and the area of business in question, some hate it; others love it.
I’m not so concerned about whether one likes or dislikes prospecting.
I think it’s a given in any commercial area that, one way or another, the sales process starts with contacts with potential customers that may or may not be of quality, that may or may not be interested, that may or may not have a budget.
Anyway, do you begin to see a pattern?
Of course, you do.
One of the main difficulties in prospecting is precisely related to the quality of the information that we work.
Having a “good” database of potential customers is fundamental.
The better the information we work with, the greater capacity we have … [ Read the rest » ] “Is your prospecting effective?”