Prospecting: Teach an Old Trade New (and Not so New) Tricks

Fast-forward to 2007. Companies have more than 20 square feet of retail space per capita. Customers and prospects have thousands of Web sites from which to order, as well as about 10 to 20 catalogs delivered weekly. Naturally, it’s small wonder that prospecting response rates are declining.

So, just what techniques work today, and which ones don’t?