DeWese--Turning a Grazer into a Hunter

He never called. My partner never heard from him. I haven't heard from him. He simply never called. Millions of dollars pass through our bank account and he never called.

3. Prospectors must have a database of qualified suspects. There's no worse feeling than being motivated to prospect—all psyched up that you are a hunter—and you've got no one to call. Printing equipment salespeople should find it easy to get a list of every printing company in their territories. It's also easy to get the names of the equipment decision-making CEO, CFO and plant manager. It's a little tougher for printing salespeople to get the names of print buyers.