Sales Tip - Treat Prospecting Like An Appointment
It's usually a good idea to put your prospecting time in your calendar and treat it like you would any other appointment.
If you leave prospecting to "whenever I can get some time," chances are you'll blow it off day after day, week after week.
It will be a lot more effective if you determine how much time you need to invest each day, week, or month in prospecting and block the time off on your calendar.
Source: Adapted from Consultative Closing, by sales trainer Greg Bennett