Turn Your Time Into $$$$!

At Sales Concepts, we speak with dozens of sales managers monthly, and most lament that their salespeople need to prospect or cold-call more.

Why don't salespeople prospect more?

The top two reasons we hear from people in our workshops are:

1. Cold calling or prospecting is ineffective.
2. They don't have time to do it.

It's ironic because prospecting is effective only if you put time into it and reach out to the prospect more than once. If you don't, we agree prospecting is ineffective, and who has time to do something ineffective?

We suggest you set aside a certain amount of time on your calendar and make an appointment with yourself to prospect. Treat this like any other appointment you make and put it on your calendar so you do it. It could be an hour a day or an afternoon once a week, but you'll need to decide the time to do it and stick with it.

If you have a CRM, use the reminder tab so prospects aren't forgotten! If you don't have a CRM, create a spreadsheet to keep up with who you attempt to reach and when to try again.

Prospecting is effective over time when you make the time to do it and approach it systematically. If you or someone on your team struggles to prospect and develop new business, enroll them in our weekly workshops, which focus on systematic prospecting and setting the proper priorities.

Click here for details on our workshops. For sales tips, subscribe to our podcast, Sales Blasphemy.