By Tibor Shanto
We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. Selling can feel like the storm before the calm, with the calm is always “just around the corner”. This is always the case in a fast-changing environment, which adds to the storm like conditions. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. At times our progress is limited by our ability to respond to change in a practical way. One clear example is the role of the telephone in prospecting success. Boomers, Millennials, and Gen Z’s, have failed to make the mental shift to leverage the phone in 2019 properly. They need to adopt a new view of the role of the telephone in the age of asynchronous prospecting.
Not Your Daddy’s Phone
Everyone talks about how prospecting has changed; some say
