As I’ve said before, sales is a dirty word for most managed service providers. Don’t like doing it, don’t know how to do it, and think it’s beneath them.
If that’s the case for sales, then prospecting gets an even worse reaction from people. If you asked 90% of the people in our industry to sit down and cold call for the day, they would break out in hives. Even a huge percentage of “salespeople” don’t want to cold call. I put the”salespeople” in quotes because I don’t know how you could consider yourself a salesperson but not prospect.
I read a great article about prospecting today written by Colleen Francis of Engage Selling Solutions…you can see the article here.
It discusses what I consider to be some universal “truths” about prospecting, and is a good reminder for anyone of the importance of consistent prospecting.
MRC
