Prospects become customers when they believe in the product, service and/or salesperson. Without a level of confidence, there is no sale. Prospecting can be hard, but the payoff is worth it. Grow your pipeline with the same focus as a committed athlete trains. In the end, the "gold" is worth it.

Eight years ago I was selling advertising for the Yellow Pages. Those who have sold advertising know it is certainly an interesting business to be in. Every year our company would send out a contingent of salespeople to renew and upgrade contracts with existing customers, sign up new customers, and share the newest and most recent trends in advertising. Our book was more than one thousand pages [...]