Tuesday, February 17, 2009
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The New Sales Epidemic and How You Can Fight it!by Pop Icon Mr. Cold Call™As I speak with more and more salespeople I'm discovering two common problems. In fact, these problems have become so prevalent that one could even argue that these problems are becoming an epidemic. But, please do not get alarmed, we're not talking about a contagious disease or a rapidly spreading infection. When I say, "it's becoming an epidemic," what I'm really referring to are two types of "sales prospecting beliefs." And these beliefs have been and are currently being passed from one salesperson to another and from one sales manager to an entire sales team. What are these two types of problematic sales prospecting beliefs?First, I'm finding out that too many salespeople (and sales managers) are targeting prospects across too large of a prospecting landscape. Rather than prospecting the top 20% to 30% of companies with certain revenue sizes these salespeople are focusing their sales efforts across all percentage groups. You will achieve the most success if you laser target your sales prospecting efforts to those business prospects at the top of the economic chain (i.e. those companies with the greatest revenues).
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