EP Huddle #34
Prospecting is the lifeblood of your sales success. In order to achieve your sales goals, it's critical to always have a pipeline of qualified opportunities. And, this is never more important than when things are going well.
Why? Two reasons. One, prospecting needs to happen always, regardless of your success. Second, it's a lot easier to prospect when things are going well. You're going to be more confident and have a lot of positive energy, which is evident on the other end of the phone.
More importantly, it's too easy for salespeople and entire organizations to lose track of prospecting when they're focused merely on closing business. At the end of the day, revenue is the key metric to define growth and success. But, too many leaders ONLY focus on closed business. The prospecting work is reviewed less and managed much less frequently when sales are coming in.
Here are a few quick things to think about in order to maintain focus on your prospecting efforts, even when sales are coming in.
As a team:
How is your business aligned to keep prospecting during heavy selling times? Are there cycles during the year that make it difficult to keep developing new business while you're heavily focused on closing deals? What can you do internally to make sure the focus stays high? What technology or other resources can be implemented to help?
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