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.

Do You Have a Sales Mindset?

Posted August 12, 2025 in Sales Brew

Developing a strong sales mindset is one of the most important factors in long-term sales success. In this article, we break down the six mindset-related competencies measured by Objective Management Group’s sales assessment and explain why even top-performing salespeople can struggle without the right mental foundation. Learn how your beliefs, habits, and ability to stay focused directly impact your results.

Your mindset is how you view and process the world around you, and your core beliefs have a considerable amount of influence in shaping it. I recently saw this quote: “None of us really decides our future… we decide our habits, and our habits then decide what our future looks like.” I love that. Your beliefs drive your behaviors, and your behaviors drive your results. That’s why Anthony Cole Training Group spends so much time helping salespeople identify their core beliefs before we ever ask them to learn new techniques.

Key Components That Shape Your Sales Mindset

Objective Management Group’s industry-leading sales assessment measures six different parts of a salesperson’s mindset:

Need for Approval (does the salesperson believe they need to be liked by the prospect?)
Stays in the Moment (does the salesperson stay present with the prospect, and not get rattled?)
Supportive Beliefs (are a salesperson’s core beliefs supportive of courageous selling?)
Supportive Buy Cycle (does the way a salesperson buys support positive sales outcomes?)
Comfortable Discussing Money (does the salesperson discuss money or budget early in the sales process?)
Handles Rejection (can the salesperson hear “no” and move on to the next prospect?)

Here is the deal: these six competencies, if not strong enough, can neutralize the other strengths a salesperson might possess. You can hunt like crazy and have a great network of people to call on. But if you don’t have a strong sales mindset, you’ll struggle to meet your quota and you’ll likely feel discouraged when times get tough.

So here’s a closing question: Are you banking your future on chance? Or are you banking your sales future on your habits and your mindset? Your choice as always… just make a good one. And build a strong mindset.

Key Components That Shape Your Sales Mindset

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