Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers ...

For sales professionals, just booking a meeting with a prospect can feel like a victory. After countless calls and hours of research, you’ve finally scored a sought-after chat with a potential client.

Sales prospecting isn’t just a step in a financial advisor’s process—it’s the lifeblood of business growth. When done right, it fills an advisor’s pipeline with qualified, eager leads, primed for ...

The most consequential number in sales is 40, as it’s crucial for capturing the immense impact and importance of prospecting: 40% of salespeople agree that prospecting is the most challenging part of ...