Emotional Intelligence for Sales Success

CHAPTER 3

Prospecting

The Real Reason for Empty Sales Pipelines

THERE ARE BASIC CAUSE-AND-EFFECT SITUATIONS in life. If you don’t water your plants, they wither and die. If you don’t exercise, there is a good chance you will gain weight. And if you don’t fill the tank with gas, expect your car to stall on the highway.

There are similar cause-and-effect situations in sales. If you don’t prospect consistently and effectively, you will experience empty sales pipelines, cyclical sales cycles, and inconsistent results.

Every salesperson knows that consistent prospecting is essential for achieving revenue goals. Business development activities vary by industry, life cycle of the company, and sophistication of the company’s marketing department. However, ...