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.

What We Can Control in Sales

Posted November 24, 2025 in Sales Brew

Thanksgiving week is a time to pause, reflect, and appreciate the people who make our lives meaningful. At Anthony Cole Training Group, this season reminds us of the importance of gratitude, perspective, and intentional connection. These themes align closely with the work we do every day.

In this message, Sales Development Expert Jack Kasel shares his thoughts on gratitude, perspective, and the impact of reaching out to the people who matter most. His story and message are a reminder of how gratitude shapes what we think, what we say, and what we do.

Below is Jack’s full message.

A Reflection on Gratitude

On October 3rd, 1863, President Abraham Lincoln declared the last Thursday in November a national day of Thanksgiving. His proclamation came at a time when the country was being torn apart by civil war, yet he still called upon God’s mercy and grace to help repair a fractured nation. It is a powerful reminder that gratitude can exist even in difficult seasons.

That perspective carries through today. I am grateful to live in a country where I can do what I want to do, say what I want to say, and enjoy the life I want to enjoy. I am thankful for Tony and Linda Cole, who started Anthony Cole Training Group 30 years ago and welcomed me onto the team more than 11 years ago. This career has allowed me to provide for my family while doing something I am passionate about: sales, coaching, and teaching. Through this work, I have developed relationships with many clients who have become lifelong friends, something I value deeply.

What We Can Control in Sales

In many of my training sessions, I talk about the three things in life we can always control:

What we think
What we say
What we do

These three ideas apply just as strongly in sales as they do in our personal lives.

As we move into a time of gathering with family, enjoying good food, and watching sporting events, consider taking a moment to look through the contacts in your phone. Is there someone you have not spoken with in a while? A simple message that says you value their friendship and are thankful they are in your life might be exactly what that person needs at that moment.

If you find yourself having a rough day, try writing down three to five things you are thankful for. Doing this consistently over the next few weeks may help you notice things you have taken for granted and remind you of how much there is to appreciate.

I end many of my sessions with a simple question, and I will end this message the same way. Can you go be the reason someone has a good day? Thank you for reading, thank you for listening, and most of all, thank you for being who you are. God bless and stay safe!

In Conclusion

Jack’s message is a reminder that gratitude is a practice that strengthens our mindset and our relationships. In sales and in life, choosing what we think, what we say, and what we do is always within our control. Small actions make a meaningful impact on the people around us.

A Reflection on Gratitude

What We Can Control in Sales

In Conclusion

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