Most sales people hate cold calling because it involves a lot of physical work and also you have to face rejection many a times from potential customers. It is therefore not surprising that
Sales management articles
Any sales person will say that to make a strong sales pipeline, you need a strong list of prospects. It is easy to say that you need prospects, but how do you get
One of the many challenges which a sales guy faces is getting the right prospects for his products or services. Thus, many sales guys are found asking how to get prospects for sales?
The steps in prospecting are (1) formulating prospect definitions, (2) searching out potential accounts (3) qualifying prospects and determining probable requirements, and (4) relating company products to each prospect’s requirements.