Prospecting B2B customers involves the systematic research, identification, preparation, and engagement of potential clients who could benefit from your products or services. It's a critical step and sometimes the most stressful in the B2B sales process. It is an unavoidable part of selling but crucial for growing our sales pipeline.

Many sales managers have approached me over the years to conduct negotiation skill training for their salespeople to be more successful in conducting negotiations with ever more knowledgeable, demanding customers. Based on my experience and on-line research, I have found these are the major reasons for salespeople failing to negotiate successfully