Why Salespeople Hate Prospecting — and How to Fix It
About this episode
Helen Dowling discusses the challenges of prospecting in sales and offers strategies to improve the process.
In this episode of The Exceptional Thinking Business Podcast , Helen Dowling digs into one of the biggest frustrations in sales — why even talented salespeople hate prospecting. Drawing from her own team’s experience — making 100–130 calls a day and speaking to only 10–15% of prospects — Helen explains how structure, clarity, and better qualification can turn prospecting from demoralising to effective. 💡 Key takeaways: 🚫 Rejection fatigue – Constant “no’s” wear people down. Helen shares how to build resilience. 🎯 Role alignment – Prospecting and closing require different skill sets; don’t force salespeople to do both. ✅ Define qualification properly – Use BANT (Budget, Authority, Need, Timescale) to ensure appointments are worth the salesperson’s time. 🔗 Use LinkedIn strategically – Target the right decision-makers with meaningful outreach. 📞 Structured follow-up – A clear, repeatable process boosts conversions. 📊 Metrics and supervision matter – Track activity, outcomes, and behaviours so the team stays focused and supported. Helen also answered Colin’s question about obtaining phone numbers, recommending tools and platforms that make prospecting easier and more reliable…
More episodes of The Exceptional Business Podcast
- The Beliefs That Make or Break Your Sales
- How ChatGPT Transformed Our Recruitment Process
- The Power of Personalisation
- Why Outsourcing Lead Generation Works
Explore listener stats, chart rankings, contacts and more on the The Exceptional Business Podcast podcast page.