If you want to exceed your budget consistently and bring new business into your company, you need to be successful at prospecting, period! This is why the most successful sales professionals earn the big bucks! Sales managers hire sales people that can bring in new business, not manage existing accounts. Yet there are many ‘newbies’ that come into a new company hoping that they will be handed a gravy train account that just keeps sending in new purchase orders. Maybe that happened 20 years ago but not in this millennium.

To successfully prospect, you have to understand these three realities so that you have realistic expectations.

1. Get focused and dedicate...Read more at http://www.soldlab.com/news/2011/6/28/the-psychology-of-prospecting-to-read-more-sales-news.html