Prospecting Is Not Selling

By Tibor Shanto
You know just because you can throw a football does not mean you can tackle the opponent’s linebacker.  Sure both the lineman and quarterbacks are on the same team, with two completely different skill sets.  No one would expect one to play like the other, or have a similar attitude to the other.  Yet in sales, we want to pretend that we can in fact do that.  Every day, managers send their people on the field to do something they completely lack the skills to do.  Kicking a field goal is not like a touchdown.  Just like prospecting is not selling.  See for yourself:
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