A lot of the pieces I share here on Market Leadership Journal focus on one of the countless aspects of sales prospecting. So I thought it would be helpful to share some important points specifically about what prospecting is, and also about what prospecting isn’t.
How do you get noticed among all the competitors and partners in your market? I’ve asked this question several times over the past several years, and get a different answer every time I ask. I’d get one common answer, but in the past it was never the number one answer….
You would not want to be in the courtroom, on the operating table or in the plane if the person in charge was not, in way, well scripted. The same is true for sales professionals.