Before you create a contact list, attempt to prospect, or go to an appointment you may want to take a few hours to make sure you are contacting the right people and talking to them about the things that matter. Many salespeople don’t do this and waste time and resources going after prospects that can’t or won’t buy from them.

So let’s learn why it doesn’t pay to “round up the usual suspects” as Scott and I discuss Sales Process Part 1 - Strategy and other great ideas on episode 461 of the Winning at Selling Podcast.