Focus on finding the right prospects
Prospects must come before prospecting. Some salespeople spend a lot of time chasing would-be prospects who have no interest in what they’re selling.
Source: Sales author Ken Dooley
The key is spending time determining exactly who fits the profile of what you want to sell and then building a prospect profile. Analyze your top customers, develop appropriate profiles and search for prospects that fit those profiles. The profiles will help you focus your prospecting activities on profitable, potential customers.