It is half way through the year, and while this might seem a little hokey or old-fashioned, it is the ideal moment to take a breath, leave behind past frustrations and resolve to make this
Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.
Ask salespeople to describe their prospecting plans and most will describe a medley of activities The last thing you're likely to hear is an actual PLAN. WHY???
