The trouble with prospecting

The Shift Control Sales Podcast

The quality of the work at the very first stage of any sales process usually defines the success of the campaign – get it wrong at the start and the ending will be predictably bad. Get it right and it can be a game changer. For salespeople and sales management alike, the art of prospecting is a double-edged sword. On one hand, it is the lifeblood of sales success – without a steady stream of qualified prospects, the sales pipeline will inevitably dry up, resulting in missed targets and lost revenue. On the other hand, prospecting can be a formidable challenge, requiring a unique set of skills, patience, and an indomitable spirit to persist in the face of rejection. In B2B sales, the importance of effective prospecting cannot be overstated. It is the foundation upon which sales success is built, the crucial first step in the sales process that sets the tone for the entire customer journey. Prospecting is about more than just finding leads and making a list of potential customers. It is about understanding the needs of the target market, tailoring the sales approach to meet those needs, and building meaningful relationships with prospects based on trust and understanding.