Blog
When a Sales Prospect Goes Cold… Know When to Walk Away
Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”
Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.
In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.
Four Lessons to Improve Your Sales Prospecting
Prospecting is one of the toughest (if not THE toughest) activity we undertake in selling. Especially when you’re at the beginning – as a new entrepreneur, growing a new market, or taking on a new sales role. In Fanatical Prospecting, author Jeb Blount shares this...
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