--- title: This Is Not Prospecting | The Sales Blog description: Most of what people believe is prospecting is not prospecting. Especially spamming people. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_271391180.jpg --- ### [Now booking SKO meetings for 2026/27! 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Instead of asking me for a meeting, he ends by asking me if any of his “data points” were important to me finding new clients. I immediately deleted his email. Two days later I received another email from this “salesperson.” He begins by asking me if I clicked on the link in his previous email. Of course, I am certain his software would indicate that I clicked no link. At the end of the email, he asks me if I am interested in “getting some sample data” that I can validate. I delete his second email, but not before I send it to Jeb Blount, the author of [Fanatical Prospecting](https://www.fanaticalprospecting.com/book-launch/#lp-pom-image-200). Jeb emailed me back to ask for permission to use it on his email wall of shame (permission granted). How could I possibly entertain hiring someone to prospect on my behalf who believes that this is the best and most effective approach to prospecting. A few days later, I received a third email from the sales person. It contains the two prior emails and begin by “making sure I got the last two emails. This “salesperson” reminds me that he is working with clients in my industry and asks if I am interested in “finding more potential clients.” It is clear to me that the sales person has no idea who I am. He knows nothing about me. Six days later, I receive a fourth email to “make sure last three emails got through.” He asks how I “currently find new clients.” I emailed him back suggesting that his prospecting strategy is extraordinarily ineffective and that it creates no value. I copied Jeb Blount on the email and asked the “salesperson” to pick up Jeb’s book Fanatical Prospecting. I suggested that Jeb would probably send him a book if he agreed to stop spamming me. Today this “salesperson,” whose company specializes in prospecting and scheduling appointments for other companies, sent me an email to tell me that his in-house demand generation specialist sent the prior emails. In doing so, he revealed that he did not in fact send any of these emails to me himself. But then the hapless salesperson insisted that his company could help my company, a company that he knows nothing about, and a company that fearlessly picks up the phone to schedule appointments and wins very large accounts. [This is not prospecting](http://thesalesblog.com/blog/2015/05/19/are-you-really-prospecting/). It is not “demand generation” either. If you expect a stampede as a result of spamming people, you are going to feel a tremendous sense of disappointment. If you think this a customer acquisition strategy, you are mistaken. This is not sales. This is not selling. ###### Tags: [Prospecting](https://www.thesalesblog.com/blog/tag/prospecting) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on October 29, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![cold-call-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/cold-call-ebook-v3-1-cover.webp?width=768&height=994&name=cold-call-ebook-v3-1-cover.webp) ### How to Crush It, Kill It, and Master Cold Calling Now! There is nothing that is going to help you produce better results right now than improving your ability to prospect and build a solid pipeline of opportunities [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/8ce7f0c6-64b0-4993-bbb7-9c9b2f047051.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/8ce7f0c6-64b0-4993-bbb7-9c9b2f047051) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-01-21T9:40:35 PM", "datePublished" : "2015-10-29 22:41:45", "description" : "Most of what people believe is prospecting is not prospecting. 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