I am working with a few different clients in preparation for a 2014 kickoff meeting where we will do some sales process speaking, training and/or reinforcement. It's striking to me how often the challenge of prospecting is being addressed. The basic point is that we all want more at bats, and to get these we have to uncover new opportunities.
It seems pretty straightforward - network, call people, set meetings, uncover opportunities and advance the sale. Yet it is anything but straightforward. In fact, this is a step where the best sales process can fall apart. If salespeople aren't both competent and confident in picking up the phone to schedule meetings with people they don't know, they're going to have a tough time getting new customers!