While we have heard a lot that telephone prospecting was going to disappear in recent years, I have never agreed with these forecasts. Some analysts have even talked about the extinction of the role of representative, nothing less!
Nonetheless, it is true that traditional cold call prospecting has suffered a downfall. In the golden age of cold calls, a representative could make 40 attempts in 2 hours, hope to talk with 10 decision-makers and get 2 or, perhaps, 3 meetings. However, we are far from those numbers nowadays.
Sales leaders always ask me: "Why don't my salespeople prospect?"
Moreover, the question becomes more frequent as the fiscal year comes to an end. That's usually when sales leaders try to set next year's sales objectives or when they realize that targets will, once again, not be met. When they look at their numbers, they realize that their representatives are always working with the same customers.
The question may be simple, but it requires a detailed answer, as several factors can affect your representatives' prospecting efforts.