BY SUZANNE PALING (Entrepreneur.com)
Cold calling. Prospecting. Business Development. Client Acquisition. No matter what you call it, entrepreneurs are always looking for ways to encourage sales teams to step up their efforts in contacting decision makers and drumming up new business.
Unfortunately, the mere mention of cold calling can cause anxiety to those new to selling, and even seasoned vets can get the jitters. Salespeople who avoid prospecting usually do so for two reasons: fear of rejection and/or lack of preparation.
As the business owner, you can help your salespeople overcome these obstacles and succeed at prospecting. Here are five tips to get started.