Sales- The Art of Prospecting Successfully

All business planning begins and ends with the sales forecast, and sales is a hard job. Not too many Years ago prospective buyers had limited access to buyer-related information and relied on salespeople to provide the information they needed. And then the world changed, buyers became more empowered. All of a sudden buyers became digitally savvy and had access to a wealth of information. A lot of them actually tried to avoid interacting with a salesperson, until absolutely necessary. And just as salespeople began to adapt to these newly empowered customers the world changed again with the onset of COVID-19. The COBID-19 pandemic struck at the very heart of every business, sales. Companies focused on retaining existing customers at first and then realized that their long-term existence still depended on new customers, but the job of sales prospecting was even harder than before. This episode focuses on how to prospect effectively and win more new customers.