When is a Prospect Really a Prospect?

When does a prospect actually become a real prospect? In this episode, Steve Schiffman challenges one of the biggest misconceptions in sales, the idea that gathering information or logging activity in a CRM automatically moves a deal forward. It doesn’t. A true prospect isn’t someone you researched online or had a nice conversation with. A real prospect is someone you’ve met with and, more importantly, someone who has agreed to a defined next step. This episode breaks down: • The difference between surface-level information and meaningful insight • The three critical questions every salesperson must answer before moving forward • Why “I’ll follow up in two weeks” quietly kills deals • How to use each step in the sales process to intentionally advance toward a close • The hidden danger of letting a sale drag beyond its natural cycle The takeaway is simple but powerful: every conversation should lead somewhere. If it doesn’t, it’s not a prospect, it’s just activity. Listen in and rethink how you define, qualify, and move your opportunities forward.