Most sales pros think they have a pipeline problem. Truth is, they have a prospecting problem. If you’re still stuck in the old game: cold calls, mass emails, and aggressive follow-ups. That’s your problem—it’s not just outdated, it’s damaging your pipeline. Prospects don’t want to be “prospected.” They want to be understood.
Prospecting myths killing your numbers:
- More outreach = more sales. Wrong. Quality beats volume every time.
- Decision-makers want the pitch. No—they want insight that solves real problems.
- Persistence pays. Not if you’re being ignored after three thoughtful touches. That’s pestering, not selling.
The new playbook? Research. Personalization. Value first. Stop interrupting. Start contributing. If your results are flat, the problem isn’t your market, product, or pricing. It’s your approach.
Now is the time to challenge everything you think you know about prospecting. “Which prospecting myth have you seen cost the most deals—volume, pitching, or persistence?”
