Category Archives: Cold Calling
Sales Prospecting is rarely anyone’s favorite activity
In my first post — Four Tips for Better Sales Prospecting — I shared some initial thoughts on how to make sales prospecting an integral part of the job as a sales professional. It’s not that sales prospecting is a new concept; it’s clearly at the heart of what everyone in sales should be doing continually. The issue is that it’s rarely anyone’s favorite activity and, as such, tends to fall off the to-do list when other priorities arise. That’s why I’m focusing this post on sharing more sales prospecting tips for even better demand generation.
Expect rejection. This is probably the number one reason to avoid prospecting. Rejection is a frequent outcome, as prospects decline your calls, don’t answer e-mails, or don’t give you a decisive no. Still, prospecting is a numbers game. The more you do it, the higher your chances of getting a hit. The trick is to develop a thick skin, expect attrition, and be prepared for rejection. If prospecting was easy, everyone would do it with no qualms. It’s not easy, as many prospects are resistant to changing their incumbent vendor or trying a new solution. But, if you’re prepared for rejection, it makes less of an impact when it does happen. Practice, practice, practice. Golfing legend Gary Player once said, “The more I practice, the luckier I get.” Think of Tiger Woods in his » Continue Reading.