Don’t give up – do it regularly and consistently and you’ll reap the benefits. Just like an exercise regimen, prospecting for clients can be daunting – particularly the cold-calling side. But prospecting is more than just cold-calling, and if done properly it can be bring real benefits to your business. Ingrid Maynard knows – she’s had more than 25 years’ experience in sales and she advises businesses on lead generation through her company, The Sales Doctor. Ingrid explains what it takes to be a great prospector.