The Strategies That Can Make or Break Your Sales Prospecting

“I’m working deals down the funnel.” “I have a request for a proposal on my plate.” These are two of many excuses Quick Base’s Kevin Tarbell has heard from salespeople avoiding prospecting, a technique that he said is the most important aspect of the sales process. But that’s not the only corner sales managers caution against cutting. “I have seen a willingness across the board to forego the education piece of a discussion in an effort to speed up a process,” Leyton’s Liam Russell said.
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