Put an End to Sales Prospecting Procrastination – Part 2

Part two of a series on Things Sellers Avoid In our last article, we talked about why we avoid certain sales activities even though they’re essential for success.  We then unwrapped prospecting, probably the most common activity sellers avoid. Today let’s examine why we avoid proposal follow-up and account management, and talk about strategies to […]

Put an End to Sales Prospecting Procrastination – Part 1

We all have favorite things we like about our jobs, and I’m not talking about closing sales.  Of course we all love that.  I’m talking about favorite job activities. What are your favorites?  Are you fascinated by pre-call research?  Do you love strategizing with colleagues or chatting with favorite clients?  Most sellers can relate to […]