Prospecting - Keep Good Records and Follow up

Studies have shown that in commercial and industrial sales, the initial sale doesn't come until after the fourth or fifth call. Therefore, we must assume that you have to make at least four or five calls on a new prospect in order to get a sale. Now that may seem simple logic and not require saying, but the conduct of many sales professionals belies that logic. When I am in the field making cold calls (BLITZ CALL