Category: Sales Prospecting

new reality of prospecting

The New Reality of Prospecting

By Gil Cargill on October 3

During the course of my sales career and my sales coaching career, I’ve seen traditional prospecting strategies – canvassing, networking, cold-calling, et cetera – become increasingly less effective. As a matter of fact, most salespeople do their best to avoid prospecting because they know, based on their experience that it does not produce the desired […]

Needle in a Haystack

The Needle Is in the Haystack… Find It!

By Gil Cargill on October 6

I think the headline of this article accurately reflects the hope of most prospecting efforts. Regardless of what you and your team sell, if you’re engaged in prospecting as it has been taught for decades, then you are directing your team to find the proverbial needle in a haystack. This thought hit me after a […]

Copyright 2017 © Cargill Consulting Group, Inc. All Rights Reserved.