Your prospect list should always be a living document, but right now, more than ever, it needs a check-up. The companies that are back at work must be re-qualified before prospecting can be performed successfully; this task can be performed by either your salesman or by MarketReach. There are three prime areas that require a re-qualification in the face of changes that COVID-19 brought on, and they are (1) the decision-maker’s name and title, (2) staff size if that is relevant and (3) how to get in contact with the decision-maker if they are working remote. Salespeople will be frustrated and, may in fact, become demotivated to prospect if their whole world is turned upside down — who they thought their prospects WERE, are NOT targets anymore. A salesperson’s job has become monumentally harder. (more…)