3 P’s Of Prospecting

By Tibor Shanto
I find that focus, or maybe even micro-focus is an excellent mechanism for lasting change in how sales professionals execute. It’s all great to have “big audacious goals,” but for most, (80%?) is just a precursor to “big audacious” disappointment. This not because they are incapable, but more because they reached too far ahead, and in trying to impress their peers and managers bite off more than they can deliver on. I have seen too many careers cut short not because they didn’t have what it takes, but because they took on too much and crumbled. Over the long run improving your execution is more likely the result of baby steps than power leaps. Today I’ll unpack three little, but interconnected things you can infuse your prospecting with, one at a time, to help you build a more robust pipeline.
Plan P
This more than a plan, it’s Plan P, the