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5 Baby Steps to Building a Prospecting Plan

5 Baby Steps to Building a Prospecting Plan

If my objective is to go someplace and I don’t have a map, how will I know when I get there?  You’d be just as lost in prospecting without a plan. No need to get frustrated, great salespeople own it. They don’t create excuses. Whether your plan is bad, or...
How to Balance Prospects and Existing Accounts

How to Balance Prospects and Existing Accounts

I hear excuses all the time as to why someone can’t prospect. One I hear frequently is, “I’ve got to take care of all these existing customers. I’ll prospect when I get done with that.” Oops—then you never get time because those existing customers just...
5 Time Management Tips for Salespeople

5 Time Management Tips for Salespeople

If I had time to prospect I would, and if I had time to prospect, I know I’d be really good at it.  Liar, liar, pants on fire.  You are making a big fat excuse, and it comes down to poor time management. When you start viewing time as your most valuable...