These three decisions determine whether prospecting works
Jan 29, 2026Most prospecting problems aren’t execution problems.
They’re decision problems.
When leaders skip a few hard calls early…
- who we’re targeting,
- what problem we actually solve,
- and why now—
…reps are forced to guess.
More activity won’t fix that.
This video breaks down the three decisions that determine whether prospecting works, and why tactics usually become a distraction when those decisions are fuzzy.
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