While it may be true that “good things come to those who wait,” it is more true that in sales, better things happen to those who make things happen. Making things happen involves effort in a number of ways, one being persistence, the ability and — willingness — to take the game to the buyer. Despite proclamations to the contrary, most salespeople do not invest sufficient effort in gaining and keeping a prospect’s attention.
 When I speak to sellers about their sales prospecting cadence with respect to engaging with prospects, most fall into the category of “too few and too much time between touch points.” Most tell me that they belong to the “3 & 3” camp. That is three touch points, once a week, over the course of three weeks, then they move on to the next prospect. Some will recycle the lead, and some from the Glengarry Glen Ross school don’t even do that, complaining about the quality of the leads all the way through.
 Think about all of the things a buyer has to deal with in the cou..

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