Sometimes I wonder if we don’t unintentionally make our businesses too hard.  We sales types lament a lot about prospecting and the behavior required to generate new discussions and meetings as if that were the only way to grow our business.

But that’s the way it will always be as long as we have our “sales hat” on.  Because when that hat is on we are always thinking prospecting, cold calling, closing, handling objections, etc.

Sales people must learn to put their “marketing hat” on and that hat should cause you to ask the question:

“What can I put out into the marketplace to make my phone ring with interested and qualified prospects?”

Not possible in your world you’re probably saying?

Heck yeah it is, but not if you continue to think like a one at a time sales person who is stuck in an office making cold calls to generate appointments.  You’re better than that and you should find a better way to execute.