For as long as I’ve been in sales, the bane for executives and salespeople has been finding ways to prospect effectively. All I need to do to bring a look of terror to a CEOs face during one of my presentations is to mention the word, “prospecting.” The increased adoption of inbound marketing has certainly helped to alleviate some of the pain and fear associated with prospecting, but it has not reduced its importance. Prospecting is akin to making your first impression (remember - you only get...
