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Prospecting for new business is a necessity. Our sales training workshops in Vancouver, Victoria, Edmonton and Calgary always drill this into the minds of Professional Salespeople. No one ever disagrees. In fact, when I ask the question “Who prospects for new business?” everyone’s hands go up. “Now keep your hand in the air if you have a specific prospecting strategy on paper and are following it.” When I ask the second question, very few hands are left. Your discipline in creating a prospecting strategy and following it will take your sales from average to great.
Salespeople need to respond to sales leads immediately. All our sales training participants in Vancouver, Victoria, Edmonton, Calgary and Toronto would agree. Who wouldn’t? Yet, the response time to sales leads for many companies ranges from OK to downright horrible. While we all agree that this is an important component of a successful sales strategy, why does it take so long for many B2B and B2C Salespeople to engage with a lead? Here are the reasons why and what your company can do about it.