50% of sales time is wasted on unproductive prospecting according to The B2B Lead. Recently, Hubspot conducted research into sales prospecting and discovered these two shocking facts: 1) 44% of salespeople give up after one follow-up; and 2) 80% of sales require five follow-ups. This means that 44% of salespeople have an 80% probability they won't close the sale. It's quite obvious that sales prospecting is the #1 challenge for B2B tech sales professionals and organizations. Given that, we will focus on the concept of "Prospecting on Purpose" as a new podcast series topic moving forward on the Sales Integrity Podcast. This episode will introduce the concept of "Prospecting on Purpose".