CHAPTER 25
Doing What It Takes to Succeed
The need for salespeople to proactively prospect for new sales opportunities (such as cold calling) is not going away any time soon. Certainly, the lead deficit discussed in the previous chapter will continue to shrink as more effective methods of engaging with potential customers are developed. But the lead deficit is not going to zero.
When I began my sales career, the Internet didn’t exist, and I was responsible for generating 100 percent of the sales leads I needed to meet my quota. I was out in the field, trawling door to door through business parks, making as many as 50 cold calls in a day.
If my lead deficit then stood at 100 percent, these days it is somewhere between 10 percent and 20 percent. ...
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