In some organisations a salesperson is not expected to do any prospecting at all – this is all done via the marketing or telesales 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:
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‘Where oil is first found is in the minds of men.’
– Wallace Pratt, US pioneer petroleum geologist
The act of connecting with ...