If you're a sales professional, prospecting is a skill you need to perfect—and with the start of a new year and a brand-new quota, that comes into sharp focus. With a low percentage of sales reps consistently hitting quota, according to several surveys, it’s time to pay close attention to prospecting and avoid these common mistakes.

In any sales engagement, the groundwork before the call can be decisive. Chris Brewer, Co-founder at OMG Commerce, shares his pre-call preparation strategy, primarily for inbound lead generation, with insights adaptable to outbound leads. Chris sees Google as more than a search engine; it’s a vital tool in his research arsenal. By Googling a brand, he uncovers essential information like legal issues or consumer dissatisfaction. This helps him anticipate red flags that might surface during the call.

One negotiating technique you see used all the time is what I like to call the nibble. This occurs after you've shaken hands to close a deal, and just as you're getting ready to sign the papers to make it official, the other side tries to get one last concession on the table.