This is the first blog in a 3 part series with the intention of giving you and your team the tools and perspectives to cold call better, and to truly enjoy prospecting. Working at a sales consulting firm, I find that very few individuals consider cold calling the favorite part of their day, even though it is a vital part of their job and their sales process. We know that prospecting opens the door to selling conversations, but why do we lose motivation? With experience implementing custom sales training programs across different industries, I’ve learned that there are ways to learn how to love prospecting. I’ve isolated three categories of small changes you can make to enjoy this vital part of your inside sales process: Change How You Think, Change How You Act, and Change How You Feel. In this first blog, I address the “Change How you Think” portion of the trilogy, and I invite you to consider how the following concepts could benefit your organization’s approach to cold calling.