Tagged: 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 […]

Forget Your ABCs (Always Be Closing)

By Gil Cargill on February 3

The title of this article refers to a cliché from the old school of selling. “Always Be Closing” was actually made famous in the movie Glengarry Glen Ross (1992).  As a sales strategy, it worked very well at one point in time.  But, those times have come and gone. Today’s buyer is much more sophisticated than […]

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 […]


You Can’t Buy Customers… But You Can Buy Leads

By Gil Cargill on December 27

I’ve always found it interesting that the people that talk to us about our Autopilot Prospecting service have almost a subconscious calculation going on. In other words, when they talk to us – and, I’m sure, when they talk to other lead-generating / prospecting companies – there is a calculus occurring in their minds that […]


Stop the Prospecting Insanity

By Gil Cargill on November 20

As my title implies, I believe that most business-to-business sales forces today utilize prospecting strategies and tactics that are just insane. If you believe in the traditional definition of insanity as doing something repeatedly in hopes of a different outcome, then you must agree that most sales forces are prospecting repeatedly in hopes of a […]

business callon the phonePhoto credit:  http://www.freedigitalphotos.net/

One Call Does Not Do It All

By Gil Cargill on August 12

There was a time when one phone call would secure an appointment for a salesperson. I can personally recall many times where I would spend the day “dialing for dollars” (a.k.a. prospecting) and end the day with a good number (10-15) of appointments for the following week. Those days, sadly, are gone. The sales professional […]

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