Ep. 181 :: The Great Prospecting Paradoxi of 2021

In episode 181, Bradley Hartmann details a pair of prospecting paradoxes (paradoxi, potentially?) facing sales teams today. While sales professionals may be reluctant to pursue new prospects given unprecedented commodity pricing, limited product availability, and a busy existing book of business, there's never been a better time to prospect for the simple fact that everyone in the market is interested in a second opinion—your current clients included.     Secondarily, while it's always significantly cheaper to sell more to existing customers, sales leadership must embrace the fact that for continued growth, $1 of new sales is worth more than $1 of existing customer business. If you can hold both of these truths in your mind at the same time, thoughtful consideration is necessary to determine where to best allocate your time—and the time of your individual sales reps.    * * *   If you enjoyed this podcast, we'd sincerely appreciate it if you left a review on Apple Podcasts. The feedback helps improve the show and helps with our visibility as well. The more people listen to the podcast, the more we can invest into it to make it even better.   Since we're asking for things . . . we'd also love it if you recommended this show to your friends and colleagues. Your network looks to people like you to learn where to invest their time and attention. We'd love the opportunity to add value to more people in our community.   Sign up for the Behind Your Back Newsletter that arrives twice each month and delivers insights and ideas to help you sell more, faster, at higher margins: behindyourbacksales.com/newsletter   For more info: behindyourbacksales.com/podcast   Instagram: instagram.com/behindyourbackceo