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Popular Captain's Log Entry


The Best Prospectors are the Best Closers

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Founder, CEO

Opening is the new closing

Heard that one before? It might sound like a nice catchphrase, but it drips with truth.

How’s this one? The best closers are the best openers.

Whichever one you like better, the veracity remains: An intense focus on prospecting is the key to closing a deal at the end of the day.

Why that’s a painful reality

Prospecting “is exponentially harder than at any other time in history,” according to award-winning author Jeff Beals, writing for LinkedIn, because prospects are busier, are accustomed to tired sales pitches, and think it’s easier and less time-consuming to alleviate their own pain points with a few good Google searches (Fun fact: They’re wrong).

But the fact that prospecting has gotten more difficult doesn’t change the fact that the best prospectors will seal more deals than the best closer because they’ve dropped more prospects into their pipeline. In other words, more prospects equals a higher chance of making a sale.

What you’re supposed to be doing, but…

Experts like Jeb Blount, author of Fanatical Prospecting, preaches an 80/20 rule: 80 percent of your day should be spent finding, qualifying, and contacting new leads and only 20 percent of your day should be spent working with existing leads.

Woman talking on the phone

He also advises blocking out time for cold calling — 15 minutes of calling and 15 minutes of doing something else — and gradually increasing that to 30 minutes and then a solid hour. Prospecting calls should also be done in the morning because if you leave them until the afternoon, you’ll discover that you have an amazing ability to always find something else that needs to be taken care of instead. 

But no matter how busy you get, you should force yourself to dedicate at least some time every day to prospecting.

That advice, of course, points out the obvious: prospecting can feel like a never-ending chore that you wake up dreading every day of your sales life. And if you’re a sales manager, you can get burned out just trying to coax, cajole, threaten, or scream some motivation into your sales team every week.

Man looking tired and stressed out

If you’ve been in sales for any length of time, you know this to be true. So how do we get you back on track?

…what if you could hire a team of experts to supplement your prospecting efforts?

While prospecting may be harder than ever, we live in a time when it’s easier than ever to find companies who can help handle the unpleasant tasks for you. Finding a company that can get you a great ROI, though, is the tough part.

Let’s make that easy.

At Kraken Sales Funnels, we’ve become experts at finding top-notch prospects, qualifying them, and getting them to book appointments with you. All you have to do is show up and close the deals.

We use finely tuned methods, utilized by a highly organized and effective team, to bring qualified prospects to you so you can grow your business in a smart, efficient manner. By shifting some of your prospecting to us, your closers will have time to focus on making the sale as we bring an increased number of leads in.

There is no magic bullet to replace your prospecting efforts, but there is a better gun.

Learn how we can help at

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