Prospecting Does Not Have to be the Activity You Hate

We’ll never get anything out of our pipeline if we don’t put anything into it.  More importantly, the quality of what we put into it is going to determine the quality we get out of it.
Look at how you prospect and be very serious about asking yourself if what you have is a process or just some activity you go through.  The percentage of salespeople that has a solid prospecting process is small.  I’ve never seen a formal study on this issue, but from my own experience in working with salespeople, I would put it at less than 10 percent.
The reasons are both simple and complex as to why so few have solid plan they can believe in and execute routinely.
Below are some questions you need to ask yourself about how you prospect:
Where does prospecting fall in my daily list of priorities?
How many highly-qualified prospects am I working with at