Feb 22, 2021
In episode 181, Bradley Hartmann details a pair of prospecting paradoxes (paradoxi, potentially?) facing sales teams today. While sales professionals may be reluctant to pursue new prospects given unprecedented commodity pricing, limited product availability, and a busy existing book of business, there's never been a better time to prospect for the simple fact that everyone in the market is interested in a second opinion—your current clients included.
Secondarily, while it's always significantly cheaper to sell more to existing customers, sales leadership must embrace the fact that for continued growth, $1 of new sales is worth more than $1 of existing customer business. If you can hold both of these truths in your mind at the same time, thoughtful consideration is necessary to determine where to best allocate your time—and the time of your individual sales reps.
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