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The changing economy has presented new challenges which have crowded out the crucial practice of prospecting.

Prospecting has long been difficult and taxing and now that more distractions are surfacing it has become even more exhausting.

In Richardson Sales Performance’s brief, Why Aren’t Your Sales Professionals Prospecting, we identify what specific factors are contributing to this difficulty and how to overcome each.

We show that:

 

  • A flattening customer organisation has made prospecting more daunting
  • Prospecting messages are less relevant leading to discouragement
  • Targeting and cadence is more complex as customer platforms multiply

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