Prospecting | The Portfolio Partnership

Prospecting is not dead: Search Vs. Discovery

by Ian Smith | Apr 15, 2014 | Sales Tips, Selling

Seth Godin published one of his mind-dismantling blog posts earlier this month: Search vs. Discovery. In the post, he was drawing a clear distinction between the two. In Seth’s words, “search is what we call the action of knowing what you want and questing until you...

The Art of Prospecting is Dead – 15 Tips to Change That!

by Ian Smith | May 23, 2013 | Sales - Farming, Sales Process, Sales Tips

I was chatting to a good friend the other day who leads one of the leading Sandler Sales Training Practices in the US. His key takeaway from the last 5 years – sales professionals have lost the art of prospecting! I’ve blogged about the inbound marketing...