Let’s get real, prospecting is without a shadow of a doubt the number one most frustrating aspect of sales. Salespeople avoid it more than any other stage of the sales process. It’s not fun and very few enjoy it.
Recently, I was asked to lead a day-long focus group discussion with technology buyers from Fortune 100 companies. There were two senior executives from each participating company. The topic we explored was how they felt about sales and sales professionals and what might be the ideal buying experience.