Hounding a Prospect is No Way to Get an Appointment

Not long ago, I had a back and forth discussion with a sales rep who just simply wasn’t taking the correct route in regards to following up with a prospect. This undoubtedly happens all the time, but this particular instance perked my ears up a bit. To make a long story short, the rep engaged […]

Are You Putting Too Much Pressure on Your Prospecting?

Prospecting for new customers can be easy or difficult. As I’ve written in my book and dozens of articles, working at it consistently, providing value prospects, and having a little fun can go a long way toward your success. Even with that being said, however, I often find that salespeople unintentionally make lead generation harder […]