Leslie Ye says, “Prospecting bottlenecks the entire rest of your sales process — while discovery is perhaps the most crucial step once you’ve engaged with prospects, you have to engage first.

But it’s not easy. Prospects are busy and reluctant to talk to salespeople, and salespeople are becoming more aggressive to compensate. The result? It’s becoming harder than ever to connect with a good-fit prospect.

And it becomes harder still if you’re making one of the eight fatal prospectingmistakes below. Check these mistakes against your own behavior to catch which of your prospecting habits needs to go.

8 Huge Sales Prospecting Mistakes

1) Not doing research

This is a no-brainer. If you don’t do research, you’ll run into the following problems:

  • You won’t know whether the prospect is a good fit
  • You won’t be able to guess what your prospect’s top priorities are or tailor your pitch accordingly
  • You’ll have to ask your prospect to provide you basic information you could have found yourself”.

8 Fatal Sales Prospecting Mistakes You Might Be Making

HubSpot

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