Why is prospecting important for salespeople?

Prospecting is essential because it helps salespeople identify and initiate contact with potential clients. Without prospecting, there’s no pipeline — and no pipeline means no sales.

What are the common ways salespeople find prospects?

Salespeople can find prospects through introductions, social media, networking, internal referrals, cold calling, email outreach, association memberships, purchased lists, and business networking groups.

What's the next step after finding a prospect's name?

The next step is to make contact — typically by phone or email — to engage the prospect, understand their situation, and determine if they are a good fit.

Why is prospecting so difficult?

Prospecting involves frequent rejection, emotional highs and lows, and a lack of immediate payoff. Salespeople face hang-ups, ignored calls, false interest, and cancellations — which makes the process emotionally taxing.

Do salespeople need to enjoy prospecting to be successful?

No, they don’t have to like it — they just have to do it. Discipline and consistency matter more than enjoyment when it comes to successful prospecting.

How can handling rejection improve sales performance?

Salespeople who are rejection-proof are more likely to ask tough questions, stay objective, push through objections, and recover quickly — all of which drive sales success.

What traits help a salesperson become rejection-proof?

Traits include emotional resilience, active listening, confidence, objectivity, and the ability to bounce back from failure without internalizing it.

What increases the chance of success when prospecting by phone?

Having a solid, distinctive phone approach that doesn’t sound like every other salesperson increases the likelihood of starting meaningful conversations.

Books and Podcasts for Continued Sales Growth and Development

Posted September 29, 2025 in Sales Brew

One of the things that differentiates a great salesperson from a good salesperson is their continued drive to be better. Great salespeople are flexible and coachable, consistently analyzing their processes to find weaknesses or gaps, and they are always on the hunt for the next tip or trick that may help them reach the next level.

I’ve always seen great benefit in listening to and learning from those who are in the same “space” as me. I think it’s important to spend time considering different techniques and approaches, either to pick up new ideas or to challenge my beliefs and convictions. That’s why sales books and podcasts are so beneficial!

With that in mind, here are my top three recommendations for salespeople looking for continued growth through the lens of another sales professional.

My Top 3 Sales Growth Recommendations

The Introvert’s Edge by Matthew Pollard with Derek Lewis
The Introvert’s Edge is a book you may have heard about before from my partner, Mark Trinkle, who mentioned it in a previous Brew. Those who have worked with me or been in my training have likely heard me say, “There is no one ‘right way’ to be a successful salesperson.” Meaning, you don’t have to be super outgoing, intense, gregarious, or aggressive, or any of the adjectives we might use, to see success in selling. I consider myself an introvert, and personality tests confirm it. This book not only solidified what I’d always thought, but also helped me better hone and utilize my introverted characteristics. I especially recommend this read to career starters or less tenured salespeople who may find themselves asking, “Do I have the right personality for this job?” I think you’ll find it incredibly helpful.

30 Minutes to President’s Club with Armand Farrokh and Nick Cegelski
As a working mom with two young children, finding time throughout the day to focus on my own growth and development as a sales professional is nearly impossible. That’s one of the reasons I love video and podcast content, it’s accessible and on-demand! So as I’m running errands or waiting for my kids in the school pickup line, these 25–30 minute segments are perfect. Armand and Nick do a great job of breaking down different sales steps, common obstacles, and various techniques to try in an easy, digestible manner. They’re always inviting new sales professionals to join the conversation, so listeners are regularly exposed to different perspectives and approaches.

Conversations with Women in Sales with Lori Richardson
One of the first women I ever coached was a recent college grad, new to the industry. She was probably 22 when we started working together. Her first question to me was, “Alex, how do you get past imposter syndrome?” It hit me like a ton of bricks and continues to be something I actively think about and coach to when working with young women, because I remember that feeling so vividly! Some obstacles and challenges within sales are unique to being a female in this industry. So any time I can surround myself with the voices and opinions of strong, confident saleswomen, I take it, which is why I love Conversations with Women in Sales. They cover a wide range of topics, from overcoming adversity and sales and marketing techniques to building stronger, more inclusive sales teams, career management, and so much more.

Keep Building Your Sales Toolkit

This Brew only names a few of the many fantastic sales books, videos, and podcasts out there! Be sure check out the Brews from my other sales partners below, as they make their own recommendations for continued sales growth and development.

My Top 3 Sales Growth Recommendations

Keep Building Your Sales Toolkit

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