Prospecting & Differentiation

What is it about prospecting that kills the mood in any sales meeting?! It's not like people who get into sales don't know that top of mind for sales leadership is prospecting, prospecting, prospecting, oh yeah, and pipeline pipeline pipeline...maybe they are hoping something has changed or no one will notice their pipeline deplete if they don't prospect! At any rate, on Today's episode of Open Source Selling, Trina and I continue our conversation by trying to talk about this thorny issue without killing the mood. Trina offers some sound advice like: your differentiation begins with effective prospecting. AND, no matter your position on the account team, you are always prospecting! The key is not learning how to love or even like it, but continually looking for ways to differentiate yourself as you do it so you can grow your pipeline.