Amp Up Your Sales

CHAPTER 26

Sell More

The Difference Between Activity and Prospecting

I once read an article about what a salesperson could do to increase sales. The title was something catchy like “A Thousand and One Tips to Increase Sales.” It was hard to argue with the premise. All salespeople can use good advice about how to increase their sales. It’s the reason that I continue to read everything I can about selling. There is always something new to learn.

In this case, this author’s useful quick tips were all about creating more sales activity. He was asking the question, “What should you do if you can’t get potential customers, raw sales leads, to engage?” His recommended steps were intended to create a flurry of sales activity around raw prospects to stimulate ...