Commandment 4: Be prepared with a list of names before you call
Again, the Great God of the Sale is always watching. Not being prepared with a list of names will force you to devote much, if not all, of your prospecting hour to finding the names you need.
If you recall, we talked about market intelligence resources in Chapter 5. There, we referred you to Hoovers, OneSource, Factiva, Harte-Hanks (for technology companies), Google, and the company Web site. In Chapter 5, I also gave you a 10-step process to develop your account list or contact list. This is one of the most important set of activities you can do as a professional salesperson.
I acknowledge that this will take time but, remember, I likened this to an investment. In any business, ...