chapter 7
Prospecting with purpose
Prospecting is about making proactive efforts through calls, social media and other direct contact with the intent of creating opportunities for you to progress. In some organisations a salesperson is not expected to do any prospecting at all – this is all done via the marketing, telesales or online marketing departments. In most businesses, and certainly if you run your own business, prospecting is critical. And yet it is amazing how salespeople find excuses not to prospect. The root of this failure to focus on prospecting consistently could be:
it is amazing how salespeople find excuses not to prospect
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