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Most sales training seminars teach that a sales person’s most important activity is to close deals. But the second most important activity is prospecting – loading the top of the funnel with new opportunities. It’s also something that is very difficult, exposes us to rejection, and therefore typically receives less attention than it requires. Here is a good article from Hubspot that talks about how to increase your results when prospecting.

http://blog.hubspot.com/sales/the-dos-and-donts-of-sales-prospecting

Good prospecting isn’t about the number of calls you make. It’s about good preparation, crafting a valid business reason for the call, and then ensuring that you present your prospect with valuable information that shows you understand his business and the challenges he is facing.

Sales prospecting – difficult for even the best sales people