When a salesperson prospects, he seeks out potential customers for his business using a variety of tools. Cold calling, referrals, directories and trade shows are among the common methods used to ...

Don’t give yourself excuses to avoid making cold calls. Have your prospects’ contact information ready the day before you make the calls. You cannot ask your most successful competitors their secrets ...

The most consequential number in sales is 40, as it’s crucial for capturing the immense impact and importance of prospecting: 40% of salespeople agree that prospecting is the most challenging part of ...

Prospecting is like budgeting. Every advisor and agent knows they need to do it. Everyone desires the ultimate outcome, but no one looks forward to making the effort to achieve the result. We often ...

Sales leaders in the printing industry are hearing a lot of promises about AI and prospecting right now. In 2026, the real opportunity is not to replace your sales team’s outreach with AI. It is to ...

AI-driven prospecting is shifting from basic automation toward multi-agent, interoperable systems that integrate predictive scoring, hyper-personalization, and coordinated workflows. New playbooks ...

For sales professionals, just booking a meeting with a prospect can feel like a victory. After countless calls and hours of research, you’ve finally scored a sought-after chat with a potential client.

When it comes to marketing, it's all about presenting your message where your ideal customer hangs out. I have found LinkedIn and email to be where most business owners and executives are online.