In today’s world “instant gratification” is a very strong mindset. It seems we may not have learned enough from the economic collapse of the past few years. “Instant gratification” is especially prevalent in the sales world these days, as well. It seems that the teachings of “getting to no” in conjunction with management pressures to close deals today have created a sales professional that is only interested in spending their time with prospects who are ready to buy now. Effective prospecting in sales has become what day trading is to the stock market – no one is investing for the long term.

Today’s prospecting behaviors involve finding someone who is ready to buy, submitting piles of proposals, or responding to RFQ’s (Request for Quote) that have little chance of being won.