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10 steps to better prospecting

You can keep banging your head against the wall, or you can sit down and plan out your prospecting activities.

By Jill Konrath | Updated on October 09, 2014
(Image courtesy of Tina Phillips/FreeDigitalPhotos.net)

Are you at the cusp of something new? Perhaps you’ve taken a new sales position or are selling to new markets or buyers. Maybe you’re launching a new product or service or are taking on responsibility for on-boarding a new rep. Or maybe you’ve finally realized that you’re doomed unless you figure out how to deal with today’s savvy, frazzled, sales-averse decision-makers.

What’s common among all these scenarios? You (or your new reps) are once again thrown into learning mode. You’re overwhelmed by the sheer magnitude of the task at hand. You’re not sure you’ll ever figure it out. But here’s the deal: To make things happen, you need to take control of your learning. It can’t be done in bits and pieces, with no rhyme or reason to what you’re learning.

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