Know When To Stop Prospecting

  • Author: Merit Kahn
  • Aurora, Colorado, United States
Read the news article

Getting out of sync with a relatively new habit is easy. Getting back into the flow with that new habit is exceptionally hard. Stop Prospecting.

Two habits I have started, stopped and restarted several times are daily writing and prospecting. So today, I’m going to write about prospecting… I’m not sure that counts as actual prospecting, but it’s a start. Who knows… maybe I’ll inspire myself.

After two decades of working with sales professionals and sales teams across a wide variety of industries, there are two types of strategies regarding prospecting.

A salesperson hunts for their own prospects and does all the follow up work.
Someone else supplies the leads and a salesperson follows up.
In my career, I’ve always been in that first category, as have most of my clients. If someone is giving you a spreadsheet full of leads, you can stop reading here and go pick up the phone while I silently curse about wishing I had that deal.

If you’re still with me, the first thing you need to get clear on is how many prospects are enough?

Know When To Stop Prospecting

Let’s face it, in a world of commissioned sales where the sky is the limit, there is always one more call to make, one more dollar to pitch, one more prospect to reach out to on LinkedIn. When you feel like there is no end in sight, it’s hard to get started.

Imagine running an endless marathon… you’d be running and running never feeling that satisfaction of the finish line. Um no thanks. (well, to be fair, I’m not running any marathons with finish lines so it’s possible this is not the best example…)

We like closure. We like clean clear endings. It helps our brains when we can put something into a container with boundaries.

Tip #1 to improve your prospecting practice is to know when enough is enough. Know how many prospects you need to reach your aggressive goals.

For example, use this formula:

Start with how much money you want to earn in one year… $100,000

Based on the previous year the average deal is… $5,000

With that you know that you will need to close 20 deals (100 divided by 5, are you with me?)

To close 20 deals, you’ll need 60 money conversations (that’s a 30% close ratio)

To get to 60 money conversations you’ll want 120 warm leads (that’s a 50% close ratio)

To get 120 warm leads you’ll want 240 qualified prospects in the pipeline (that’s a 50% close ratio)

To put 240 qualified leads n the pipeline you’ll want 480 semi-qualified leads (again, 50% rule)

Okay… so now the plan is to get 480 leads into your pipeline. From there you’ll end up with 20 deals and earn $100,000.

Knowing your numbers gives you power to organize your schedule to accomplish your goal. You could also look at that and determine you need some help along the way.

In my case, finding the leads to put into the top of the pipeline was too time consuming so I crafted my ideal client profile and hired a Virtual Research Assistant to find leads that matched. Every month he finds 40 leads. That’s why I have the layer of “semi-qualified leads” but hiring him to find 40 is much more efficient than me hunting for 20 qualified leads. It’s all about the numbers.

Using the same formula, that means it’s likely that 20 of them will be qualified to go into my pipeline, 10 of them will move on to become warm leads, 5 will get to the money conversation step and 2 will do a deal with me.

Now you know when is enough so you can stop agonizing and start prospecting. Rinse and repeat every month and you easily achieve the goal.

Article written by: Merit Kahn, CEO of SELLect Sales Development, Emotional Intelligence Expert and Certified Speaking Professional.

Contact us at Speakers Inc and view WeSpeak Global

Further articles you may enjoy:

  • (6)

Here are six ways to create psychological safety to re-engage and reassure today’s anxious, disengaged and lonely workforce. Teams can be lonely places. People can feel vulnerable and exposed if they believe their teammates don’t support their ideas or appreciate their work. These interpersonal struggles intensify for remote workers who lack the support of a nodding ally […]

  • December 23, 2022
  • (3)

My mind jumped from one random thought to the next, my heart raced, and my mouth went dry, Using stress to fuel performance. Radio calls were being made, but I wasn’t processing what was being said. I was behind the aircraft. I was experiencing a helmet fire. In reality, I was sitting securely in the […]

  • December 22, 2022
  • (18)

In the realm of event planning, the synthesis of logistics and emotion; practicality and inspiration, defines the fine balance that meeting planners must navigate. Tasked not only with orchestrating flawless execution but also with crafting experiences that resonate with attendees long after the event concludes, meeting planners recognize the pivotal role of Transformative Influence of […]

  • March 5, 2024
  • (74)

Zigazoo is the new “TikTok” for kids. In a nutshell, it’s an education/entertainment app, which engages students in meaningful learning and problem-solving activities whilst entertaining them. It doesn’t seem so harmful, does it? But, is it safe for kids? Zigazoo, the new “TikTok” for kids. The terms of service (but not the app description) clearly […]

  • January 13, 2023
  • (14)

Embracing Digital Leadership: The Journey of Erik Qualman, aka “Equalman” Erik Qualman, widely recognized as “Equalman,” stands as a beacon of digital leadership and transformation. His work, which spans keynote speaking, bestselling authorship, and digital expertise, has profoundly influenced the realms of social media and digital transformation. Equalman’s journey is a testament to the power […]

  • July 12, 2024
  • (17)

The Power of Booking Top Keynote Conference Speakers in Phoenix, Arizona Introduction: Phoenix, Arizona, a city known for its dynamic atmosphere and growing business landscape, has become a prime destination for conferences and events. In the realm of successful conferences, the choice of keynote speakers plays a pivotal role. This article delves into the reasons […]

  • January 19, 2024
  • (35)

In the rapidly evolving digital landscape, businesses are increasingly turning to Artificial Intelligence (AI) in Artificial Intelligence: Revolutionizing Customer Service. AI technologies, such as chatbots, machine learning, and natural language processing, are transforming the way companies interact with their customers, leading to more efficient, personalized, and satisfactory service experiences. This article explores how AI is […]

  • July 19, 2024
  • (5)

We’re thrilled to bring back our Speakers Inc Virtual Speaker Showcase in 2026 and this edition is proudly focused on spotlighting the exceptional speaker talent emerging from South Africa. This isn’t just another webinar. It’s a curated, high-production showcase designed to present dynamic speakers to the people who book them such as corporate event planners, […]

  • September 30, 2025

Subscribe to our Newsletter and get connected:

Your subscription could not be saved. Please try again.
Your subscription has been successful.

Newsletter

Subscribe to our newsletter and stay updated.

We use Brevo as our marketing platform. By submitting this form you agree that the personal data you provided will be transferred to Brevo for processing in accordance with Brevo's Privacy Policy.

Our Mission:

We are your partner creating memorable and engaging experiences that go beyond the event itself.

© All rights reserved 2025.  Designed using Voxel

Speakers Inc Logo 2024
Privacy Overview

This website uses cookies so that we can provide you with the best user experience possible. Cookie information is stored in your browser and performs functions such as recognising you when you return to our website and helping our team to understand which sections of the website you find most interesting and useful.