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You don't have a prospecting problem. You have an inbound problem.
Most salespeople have one of three relationships with inbound.
The first is hope.
They've heard it works, they believe it might work for them someday, and they're waiting for the day it does. No rea...
You don't have a prospecting problem. You have a partnership problem.
Probably not a bad one, but it’s underdeveloped.
Somewhere in your network right now, there are people calling on the same customers you are. They're not exactly competitors, though there might be some o...
You don't have a prospecting problem. You have a reputation problem.
It’s probably not a bad reputation, per se, just one that hasn't been built intentionally enough to do the work you need it to do.
The reps that win in long sales cycles are usually the ones who've been s...
You don't have a prospecting problem. You have an asking problem.
Here's a stat worth sitting with…
According to Dale Carnegie, 91% of customers would give a referral if asked. Somewhere around 11% of salespeople ever ask.
That's a beh...