One of the biggest challenges businesses face in driving sales growth is their ability to win new business. The problem is that most salespeople just don’t like prospecting. They are comfortable looking after existing accounts and dealing with inbound enquiries, but when it comes to proactively getting after virgin new business the excuses start to flow. They procrastinate, they complain about not having signed up for this, they spin their wheels planning to get round to it at some point. There is always something else to do rather than prospect!