Nigel Edelshain of Sales 2.0 has written a great article about sales prospecting being like golf (or skiing).

My experience is that prospecting is like golf in this way. It’s very hard (and often frustrating). But that one sale you make is like that one beautiful golf shot. It feels really great. There’s something about the thrill of that one “yes” in amongst those 100 “no’s” that is addictive — to me at least. It keeps me coming back.

He explains that we often set our sights a little too high, always trying to hit that “hole-in-one” and forgetting that we will be doing really well to reach par!  If you are in sales and have to do any prospecting this article is one that I would recommend.

Sales 2.0 Prospecting – Motivation