Foreword
There is a raging epidemic in sales that is devouring sales performance, holding companies back from reaching growth objectives, wrecking sales cultures, and undermining the promising careers of sales professionals and sales leaders alike.
Today, the number one issue facing salespeople, sales leaders, executives, and entire companies is anemic—and sometimes non-existent—pipelines. It’s the top complaint I get from C-level executives about their sales teams. Even as new tools and technology emerge that make identifying and connecting with prospects easier than ever, companies are struggling to get their salespeople to consistently prospect.
Prospecting skills are basic and foundational competencies for sales success. There is a direct ...
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