Comments on: A reader asks why prospecting is such a big deal.

By: Sales Blog News, The 3 Big Sales Sins of the Big-Three | Sales Tips Blog by Scott R. Sheaffer

Tue, 09 Dec 2008 14:14:38 +0000

[...] A reader asks why prospecting is such a big deal. [...]

By: Sales Tips From The Roman God Janus | Sales Tips Blog by Scott R. Sheaffer

Sales Tips From The Roman God Janus | Sales Tips Blog by Scott R. Sheaffer — Thu, 18 Sep 2008 00:17:34 +0000

[...] Further reading: A reader asks why prospecting is such a big deal. [...]

By: Chris Rikli

Chris Rikli — Tue, 18 Mar 2008 13:02:52 +0000

I can’t imagine a salesperson that doesn’t prospect aggressively being successful. Prospecting doesn’t just mean cold calls like most people think, it means leveraging everything you have to your favor: current customers, professional contacts, the guy on the seat next to you on the plan…whatever. Great sales leads don’t walk around with neon signs hanging over their head, you have to ferret them out.

If a guy doesn’t have his sales radar on 100% of the time, he’s losing money, probably a lot of of it. And that’s why we’re in sales, to MAKE MONEY. If it wasn’t, we’d do something easier.

The biggest sales of my career have never come from “traditional” prospecting methods like cold calls or solicited referrals but rather from having done the relational legwork to be in the right place at the right time.