All of us who have been in B2B or B2C sales know that prospecting is the lifeblood of sales. No leads equal no sales, prospecting powers the pipeline. You might be working hard, but if you’re making these seven common mistakes, you’re leaving deals—and a whole lot of money—on the table.
1. Relying Too Much on Inbound Leads
You’re sitting around waiting for leads to come to you? That’s weak. If you want big results, you have to go hunt for business. Top producers know that inbound leads are just one piece of the puzzle. Outbound prospecting—cold calls, emails, DMs, networking—separates the average from the elite.
2. Not Having a Clear Target
Most salespeople are out here spraying and praying, hoping something sticks. You need a sniper approach, not a shotgun blast. Who is your ideal customer? What industries? What company size? What problems do they have? Get laser-focused so you’re talking to the right people.
3. Failing to Follow Up Enough
One call, one email, and you’re giving up? That’s why you’re struggling. Most sales happen after the fifth to twelfth touch, but most salespeople quit after two or three. If you’re not persistent, you’re losing out to those who are. Keep following up until you get a YES or a NO.
4. Talking About Yourself Instead of Their Problems
Most people don’t care about your company, your awards, or how long you’ve been in business. They only care about THEIR problems. Your outreach should be focused on their pain points, their goals, and how you can solve their problems better than anyone else. Lead with value, not your résumé.
5. Using Weak or Generic Messaging
“Hey, just checking in” or “Hope you’re doing well” is weak. If your messaging sounds like everyone else’s, it’s getting ignored. Be direct, specific, and results-driven. Speak to what they care about. Show them proof. Be different. Stand out.
6. Not Using Multiple Prospecting Channels
If you’re only cold calling, you’re missing deals. If you’re only emailing, you’re missing deals. The top performing salespeople use a multi-channel approach—calls, emails, LinkedIn, social media, networking, referrals. Meet your prospects where they are.
7. Giving Up Too Soon
You got rejected once and now you’re backing off? Really? Rejection is part of the game. Most salespeople quit too soon and never realize that “No” often means “Not right now.” Keep pushing, stay consistent, and always be adding value. The ones who win are the ones who persist.
Lastly, If you’re making any of these mistakes, fix them NOW. Your pipeline, your bank account, and your future depend on it.
