All sales executives depend on new business for putting food on the table. New prospects in our pipeline are essential to writing business today, and in the future. Prospecting is a fun if you like the challenge; it’s a pain in the ass if you hate the process.

I’m one of those weird people who loves looking at new opportunities to find new business. I’ve also been in the business long enough to realize that sometimes I’ve gotten lazy and stopped prospecting in very obvious places that were once lucrative.