Be Diligent About Prospecting
How do you feel about rejection? Do you enjoy being ghosted, ignored, or hung up on? Of course not! None of us do. In fact, according to HubSpot, 40 percent of sales reps say prospecting is the most challenging part of the job.1
I agree. But prospecting is also absolutely critical for success in sales.
Based on my experience, one reason for not meeting quotas is not having enough opportunities in the sales pipeline. In other words, we’re not prospecting regularly. We make it to the end of the quarter–that last month when we’re counting on a few more deals to land. Then, unexpectedly, one of those deals gets pushed ...
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