Prospecting Problems Start Upstream
Jan 20, 2026Most prospecting problems aren’t execution problems.
They’re decision problems.
Before a rep sends an email or makes a call, a few things already determine whether prospecting will work:
- Who the team is targeting
- What problem they’re leading with
- Why a buyer should care now
When those aren’t clear, activity turns into motion without progress.
If your team’s prospecting feels busy but ineffective, the issue usually isn’t effort. Look upstream. Look at the bullets above and be ruthlessly honest with yourself.
Have you defined those in great detail for your team?
If not, now is the time.
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