Mastering Prospecting: The Difference Between Struggling Reps and Top Performers
Prospecting is the lifeblood of sales. You can have the best closing skills in the world, but if your pipeline is weak, you're pretty much a salesperson with no one to sell to. The problem is, most reps treat prospecting like a chore. They think it is something to get through rather than something to master. That mindset alone will keep you in the cycle of inconsistency, chasing quota at the last minute instead of running a predictable business. So, how do you improve your prospecting? Not in theory, not in motivational one-liners, but in a way that . . .
