No one really likes to prospect. Yet, everyone knows it is necessary to succeed in sales. ValueSelling Associates and Selling Power conducted a survey to uncover the challenges of filling the revenue pipeline, specifically how sales professionals prospect and set up initial meetings.
Key study findings include:
“Successful prospecting requires persistence, overcoming the fear of cold calling, targeting efforts to the person with power and leveraging a multi-channel approach.”
Julie Thomas CEO and President of ValueSelling Associates.