Just a quick post to draw your attention to
For sales people in smaller organizations and especially for Business Owner/Operators who are pulled in about a million different directions, it makes some very useful points.
My favorite is the cautionary note to be able to separate prospecting/contact research from actual prospecting. I’ve found over the years that the number one excuse for not picking up a phone and making the call is a lack of prior understanding of the person or company you’re calling on. I agree that going in blind is tough, so I personally work with a limit of 3 minutes on the website to look for a hook to connect to the call.
Enjoy the read!