Are You Putting Too Much Pressure on Your Prospecting?

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http://www.thevarguy.com – Prospecting for new customers can be easy or difficult. As I’ve written in my book and in dozens of articles, working at it consistently, providing value to prospects and having a little fun can go a long way. But even with that said, I often find that salespeople unintentionally make lead generation harder than it has to be. I’m not talking about techniques they use to find new clients, but the mindset they take into the process. Simply put, many salespeople and their managers put too much pressure on their calls, e-mails and other prospecting activities. They do this by judging t (IT news)