How has prospecting in sales evolved over the years? What distinguishes refusal from rejection in the sales process?  What role does authenticity play in prospecting and dealing with prospective clients?Denis Champagne, a seasoned B2B sales professional with over 30 years of experience discusses the answers with the host, Pritha Dubey. Renowned for coaching sales executives and professionals, Denis backs sustainable prospecting skills development through an innovative outbound/inbound approach. He uses the TEAMS method, mixing traditional sales practices with modern methodologies to grow sales pipelines, win deals, and ensure customer success. In this episode Denis covers various aspects of sales, starting with the challenges in learning prospecting and understanding the differences between a refusal and rejection. He comments, “The key to prospecting lies in adapting old-school sales practices with contemporary methods, all while leveraging technology.” Key conversations inside: Differentiating Refusal from Rejection in Sales: Denis explains why refusal might simply mean the prospect isn’t ready at the moment, while rejection could be a lack of fit between what’s offered and what’s required.Adapting Sales Strategies: We talk about why adaptability, focusing on new platforms, tools and communication channels is a required discipline to stay ahead of the sales game that keeps evolving. Authenticity in Prospecting: Discussion about the importance of being genuine, transparent and relatable while engaging with potential clients.TEAMS Framework Model: Denis gives insights about the TEAMS model for professionals to use to increase their self-awareness in sales approaches.  Decision-making and Responsibility: Role of decision-making and assuming responsibility to generate self-motivated, excited and deliberate actions.These are some key insights that as a sales leader or professional you should have in your arsenal. Listen in to sharpen your sales techniques to prospect better and achieve sustainable pipeline growth. About the guest: Denis Champagne, with over 30 years of experience in self-employment and sales, coaches sales professionals on B2B sales using inbound/outbound approaches, giving them better prospecting skills and web conversion. He's the brains behind the TEAMS method that uses tech to help sales pros grow their pipelines and succeed. He's trained 1000+ reps in his own call center, achieving incredible 200-1700% yearly pipeline growth across five continents.Connect with Denis at:Website: https://lotuscomm.com/Linkedin: https://www.linkedin.com/in/denis-champagne/Email: denis@lotuscomm.comConnect with the host Pritha Dubey at: Website: www.prithadubey.com and www.thesuccessvitamin.comLinkedin: https://www.linkedin.com/in/pritha-dubey/ Instagram: https://www.instagram.com/successvitamin/