By Larry Levine for Xerox – Inside Hubspot’s State of Inbound 2018, Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process.
Salespeople, it’s no secret, you must make prospecting for NET NEW business a priority. This is the fuel that keeps your funnel consistently full of opportunities.
Think about this quote for a moment and let it sink in…
“Opportunities are usually disguised as hard work, so most people don’t recognize them.” – Ann Landers
A consistent, systematic approach around prospecting for new business is a priority in order to maintain a healthy sales pipeline. Lack of prospecting will impact your wallet as some compensation plans now have net new business growth gates. Time to set aside your big fat ego and the mentality of ‘I am beyond prospecting’ or ‘this is beneath me.’ For goodness sake you’re salespeople. Part of your job is to prospect and grow your business. This is your responsibility!
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Xerox CEO and CFO to Speak at the Citi 2018 Global Technology Conference
