Are You BS’ing Yourself with Your “Prospecting” Activity?
Sales and Management Blog
MAY 21, 2011
It usually doesn’t take long for these conversations to get around to the particulars of their activities, in particular their prospecting activities. They are baffled by their lack of sales success because they insist that they are ‘always prospecting.’. The problem is that although they have been busy, they haven’t been prospecting. Like many salespeople, they’ve confused doing preparatory and busy work getting ready to prospect with the activity of prospecting.