Why Prospecting Shouldn’t Be Left to Closers

Your closers are great at… closing.

They build relationships, navigate objections, and drive deals across the finish line.

But here’s the truth:

When closers are asked to prospect and sell, both suffer.

• Prospecting gets deprioritized

• Pipelines become reactive, not proactive

• Deals stall because there aren’t enough of them – Even Zig Ziglar only closed 20% of his deals

Prospecting is a different muscle.

It takes structure, consistency, and mental toughness to handle 50+ outbound touches a day—and stay sharp.

That’s why top-performing sales teams separate the two:

• Hunters fill the funnel

• Closers convert it

At XSELL Sales and Business Consulting, we help companies build scalable outbound prospecting engines—so your closers can do what they do best: close.

Want to free up your best closers to close more deals? DM me to see how XSELL Sales and Business Consultants can help.