Prospecting is the top-rated difficulty among most salespeople, followed by the steps involving negotiations & closing. One of the most critical elements to prospecting is effective research. When done meticulously, it can be game changing and can accelerate success significantly.
As a salesperson, the prime numbers that advocate your mettle are the number of deals and the Total Contract Value (TCV) of those deals that you close in a given period of time. It’s common knowledge that the pressures to close deals with agility are immense in the technology industry.