A Complete Prospecting System

By Tibor Shanto
From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. Consistent, effective, and efficient prospecting sufficient to deliver enough viable opportunities to retire quota, still eludes many teams. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?
The challenge is many want to deal with prospecting the same way they deal with sales or selling. But while prospecting part/start of the sales cycle. it is different from selling in many and counterintuitive ways. And unlike other elements of sales success, you will indeed have to have done it to train and lead it. The alternative is a complete prospecting system. But most fall short of complete, leading more challenges than required when