Javelin Marketing Blog

Every manager has told you that prospecting is the life blood of your business.  We say don’t do it. Prospecting is the activity of a sales laborer and not a sales professional.  As a sales professional, your time is far too valuable for this clerical, time intensive activity.
Understand that prospecting is the monotonous activity of [...]

In the last post, I discussed the only three things that determine how much money you earn.

The quality of the prospects you speak to
The number of prospects you speak to
The quality of your presentation

This post is part two which focuses on getting enough inquiries–getting more prospects to talk with.
For most people involved in sales, the [...]