03 Feb THE IMPORTANCE OF PROSPECTING
Some sales pros work for companies that furnish adequate suspects and unqualified leads to keep them busy achieving their sales goals. I was not as fortunate, working for several technology companies and a few start-ups. If I did not develop leads, I would have starved and been terminated from my sales role by the company. Fortunately, that never happened. However, I had to learn to be resourceful and develop leads in various ways, depending on how much assistance I received from the company’s marketing department, which ranged from none to quite a bit. Some authors and sales trainers minimize the value...