Prospecting is Power

Love it or hate it, prospecting has become essential to sales success. You’ve probably heard the saying, “all boats float on a rising tide.” This couldn’t be more relevant in today’s market.

Over the past decade, many industries have ridden a wave of unprecedented demand. Businesses and salespeople often didn’t need to prospect to hit their targets; they just needed to be there and seize the opportunities that came their way. The rising tide kept many boats afloat.

But in the past year, the tide has gone out. Those who have embraced prospecting are defying the trend and thriving in a shrinking market. Those who’ve resisted prospecting? They’re getting stranded.

Out of the seven core sales capabilities (click here to read the article), prospecting is the least developed among salespeople and businesses. Because it’s both relevant and rare, it’s incredibly powerful. Here’s the kicker: most people already have the power; they just need to unleash it. The real roadblock isn’t skillset, it’s mindset.

Prospecting is:

10% skills
20% strategy
65% mindset
5% luck

In a nutshell, success in prospecting demands a hefty dose of mindset, a strong measure of activity, a solid skillset, and a pinch of luck. If you embrace what others resist, you’re not just powerful, you’re dangerous!

Mark Windust is an influential Thought Leader in the areas of Sales Strategy, Sales Leadership and Sales Performance. Since launching his consulting practice in 2007, Mark has worked with 1000's of business leaders, salespeople and entrepreneurs’ to help them transform their sales results.