This article is featured on SalesPractice.com

The average salesperson spends more time trying to reach the right people than actually having conversations. Executives have created multiple barriers to protect their time. Here are 5 ways to gain access to people who seem impossible to reach:

This article is featured on SalesPractice.com

Over the past several years, email has been one of the best prospecting tools I’ve used. However, the problem with the e-mails that most salespeople send is that they all tend to resemble SPAM. Do away with generic sales messages and never e-mail a brochure or marketing piece to a cold prospect.

While there are numerous times you can use e-mail, there are 4 key points in the sales process where I use it most: