CHAPTER 1
What Does Prospecting Mean Today?
“Will you help me find more prospects?” I’ve been asked this question more than any other since 1998, when I began my sales consulting company after spending fifteen-plus years in sales and sales management roles for several major companies. Regardless of the company size or if the person making the request is a vice president of sales for a Fortune 500 company or a solo salesperson, the number one issue is always prospecting. Sure, I receive questions about closing and negotiating, but as I probe deeper, I discover these are problems only because of poor prospecting.
The only thing that has changed with regard to prospecting is how we go about it. The strategies I’m going to show you in this book are ...
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