#1 Reason Salespeople Fail: They Fail to Prospect


I think almost every salesperson would agree: prospecting is the toughest part of the job.

That said, it is necessary and must be done regularly by both established salespeople as well as rookies.


Let me get this out of the way early: Sending out generic blast emails is not prospecting! I know, I get twenty bad emails a day (more on this later) and cannot delete and block them fast enough. I am stunned by how many people think this is prospecting. There is very little (if any) interpersonal skill development and is more of a “spray and pray” strategy. If that is how you are rationalizing prospecting as a salesperson, you can be replaced for $50 a month using AI.


Here is the key to success with prospecting: Phone Prospecting: 15-minutes a day ---every day!