Knowledge Center


#1. Most of the emails you send for scheduling appointments are a waste of your time. Emails are a poor medium for a conversation, in which you share the value proposition that might catch you a meeting. Email is ideal for nurturing (with no ask) and for following up with phone calls.

#2. The time you spend with unqualified prospects or only buy the lowest price is time better spent nurturing your dream clients. No matter the amount of time you spend with someone who can’t or won’t buy what you sell, it is time wasted. The time you spend with prospects whom only perceive value as the lowest price deprives you of the time you need to win prospects that value what you do.

#3.The time you spend researching clients between phone calls slows your efforts and causes you to produce poor results, results that would have been better if you’d gotten into the groove. Research isn’t prospecting. It’s something you do enough to be able to make a call, and it is something you shouldn’t do every day. When you make calls, make calls.

#4. The wasted time trying to recover lost deals is time that is better invested in following your sales process and gaining the commitments you need in the early stages of a deal. Once the body is dead, there is no bringing it back. The best thing you can do is understand the cause of death, so you don’t keep killing your deals.

#5. The time you spend responding to RFP where you don’t know the stakeholders, where you haven’t nurtured relationships, and where you haven’t created any value is time spent doing almost anything else. If you wanted to compete for this company's business and they are a good target for you, you should have spent the time necessary to position yourself to win long before the RFP was let.

Some of the things that you do feel like work and provide you the false sense that you are pursuing deals. If you want better results, stop wasting time.

About the Author:

Anthony Iannarino

Anthony is an acclaimed B2B sales coach and consultant helping salespeople and sales organizations develop and grow to reach their full potential and also a faculty member at Capital University’s School of Management and Leadership where Anthony teaches personal selling, social media marketing, and more in the MBA program. Anthony is also a father of three and is an avid reader, writer, runner, and cyclist. 

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.



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