RAB Insights

RAB Research Archive

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: Greg Bennett, sales trainer