By Tibor Shanto
With regularity, most active sales trainers and I get the following question:
“When is the best time to prospect?”
First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons. Either one leads to the same corner of no prospecting and any cross street in sales. There is always something else that seems to them more important matter to deal with than prospecting. As detailed in my recent piece about the must of consistently prospecting, it starts with a commitment to a life-long habit of starting enough deals to drive every stage of the pipeline, including the close.
There is no absolute number, which is another thing many sellers are looking for. Thinking that if everyone is different, then they can’t be wrong. However, there is a
