In sales, the difference between hitting your numbers and not has more to do with the volume of your top of the funnel than anything else. Since a third of sales comes from doing nothing at all, simply increasing the amount of prospecting and appointment setting will improve your sales numbers and can make a big difference.
See also:
- Cold Calling Techniques talks about the importance of prospecting and how your current results is actually the culmination of prospecting weeks before.
- Founding Sales