As a sales leader, are you a manager or a coach?

Even though leading-edge, web-based technologies have done a lot to increase the speed and efficiency of prospecting activities in recent years, the basics of prospecting has not changed in decades: analyze your territory, create an account plan, identify high probability targets, qualify prospects, set appointments, begin discovery and keep doing that regularly and relentless day after day, week after week until the good opportunities rise to the top and you get them closed.