Good prospecting starts with a good attitude; it only helps by repeating phrases like, "I can do this, I WILL do this."

But it doesn’t get real until you start the DOing.

Much has been written about prospecting. But psychologists offer the best insights into how sellers like you can fight through prospecting aversion.

There’s no need to get on the couch, but there are a few truths about behavioral modification to note. This is not a blame game…this is about playing the change game.

What will you change that commits you to spend more prospecting time?

Like deciding to have a good attitude, deciding whether or not you want to excel at prospecting is just that, a decision.

Everything else – tactics, emailing best practices, networking – is just a list of tactics that must be done to reach your goals.