Do you dial for dollars? If you do, do you dial for dollars from your full and active list of prospects? There is a difference. If you don’t have a steady flow of prospects in your pipeline, then you need to evaluate your sales model.
But do sales people like to prospect? Even sales people do not like to cold call leads, unless they are qualified. R&R Business Development Blog gives Action Steps in order to focus on prospecting. The real challenge in businesses is to keep the prospect interested.
It might not be the correct timing for the prospect to purchase – and establishing a relationship with the prospect allows the salesperson to stay in contact until the opportunity can become a sale.