Prospecting, whatever you call it, has never been painless. This year, I think most salespeople would agree it’s become exceptionally hard. For years, buyers have been able to use technology to cocoon themselves, making it harder for sellers to contact them. As working from home and “virtual” selling have dominated this year, that difficulty has multiplied. What’s more, sellers used to working in offices with other members of their sales team are learning to work entirely remotely. Finding the...
