• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • |
  • 303-741-6636
kla-logo

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Consulting
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Software Development
      • Our Process
      • Revenue Generating System
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Process
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • ConnectWise Evolve
    • IT Managed Service Providers
    • IT Solution Providers
    • Sales Consultants
    • B2B Companies
    • Phone System Providers
  • ABOUT KLA
    • Who We Are
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Thoughts About Generating Revenue
    • Coffee with Kendra
  • Contact us

Put an End to Sales Prospecting Procrastination – Part 1

Last updated July 5, 2022 Categories: Sales Prospecting

Put an end to Sales Prospecting ProcrastinationWe 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 that last one!

Most can talk to a favorite client for hours on end, while other things are left undone.  Which brings me to my point…the things that never seem to get done, even though they’re important to the job, even though not doing them can derail one’s success.

What is it for you?  What always seems to get put on the back burner, sabotaging your success?

Is it prospecting, proposal follow-up or account management?  These are the top three procrastination magnets for most of our clients.  And because prospecting seems to be a universal challenge, I’d like to tackle that first.

When you’re avoiding something, the first thing to do is try to figure out what’s behind it. Usually it’s either fear or a need for more discipline.  What’s behind your prospecting avoidance?

Are you afraid you’ll get hung up on or yelled at just for calling?  Do you worry that you won’t get past the gatekeeper or know how to handle negative feedback?  If fear is your issue, training can help by teaching specific techniques to get past the challenge.  Consider a prospecting refresher course or attending webinars.

If fear isn’t your issue, then maybe you need a little more structure around your prospecting.

Start by re-evaluating your priorities and your prospecting plan.  (If you don’t, there’s a good chance your manager will do it for you.  Do you really want your manager telling you how many calls to make each day?)

Is prospecting high on your priority list?  It should be.  Do you plan specific activities for it, like calling, attending networking events, or sending email campaigns?

Next, schedule time on your calendar to get these activities done, and you might need to limit the activities you enjoy most.  Then, protect the time just like you would a vacation or a call with an important client.

If you try these things and still find yourself struggling to stick to your plan, your mentor may be able to help.  He or she can likely see your blind spots and offer some good, personal advice.  If you don’t have a mentor, this article, “How to Find the Right Sales Mentor,” could set you on a path for success not only with prospecting, but throughout your sales career.

Primary Sidebar

Join Us

6 Marketing & Sales Strategies To Fill Your Pipeline Fast Kendra Animated

Buyers are hesitant to spend money, but you can still fill your pipeline.

RSVP

Get Your Guide: Build and Protect Your Sales Funnel

KLA 45 Ways

Use these strategies to protect your current clients while generating new leads.

Download It Now

Find Us On Youtube

Get Connected


Get Connected

Categories

  • B2B Lead Generation & Marketing
  • blog
  • Christmas Parodies & Holiday Blogs
  • Email Marketing
  • General
  • Lead Generation
  • Revenue Generating Success Strategies 
  • Revenue Generating System
  • Sales Hiring
  • Sales Prospecting
  • Sales Strategy
  • Sales Tips & Tricks
  • Sales Training Development
  • Selling in Pandemic
  • SEO
  • Success Strategies
  • Videos
  • Website Design
  • Winning New Customers

Footer

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Coffee with Kendra
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy
  • Sitemap

© 2023 KLA Group. All Right Reserved.

Be the first to know about our sales and marketing webinars

You could be generating more revenue.

Get proven sales and marketing strategies that help you generate more revenue, hit goals, and grow your businesses during our Coffee with Kendra webinars.

Get On the List

Let us know which invites you want to receive and we’ll add you to the list.

Name(Required)

Talk with an Expert

Name

Lead Generation Syllabus

Name

Sales Coaching

Name

How to Ask for Referrals Syllabus

Name

Email Prospecting Syllabus

Name

Consultative Selling Syllabus

Name

How to Cold Call Syllabus

Name