By James A. Baker
Founder and Chairman
What is every sales reps most dreaded activity? Prospecting and Cold Calling. There, I’ve said it, and now that it is out in the open, it doesn’t seem so scary does it? Well, maybe it still looks that way, but that is due, in part, to the fact that most sales reps don’t even understand how to get started. As long as someone hands you a batch of pre-qualified leads, you do okay. But, what do you do if the leads don’t pan out? What if they dry up altogether? Do you know how to start from scratch and develop your own high-potential prospect list?