Prospecting Is Not Urgent Until It Is: Build the Consistency Habit

Building Your Sales Engine · Oct 1, 2026 · 24m

Sales prospecting is never urgent until your pipeline is empty — Mark McGraw and Josh Pitchford break down the habits, blocks, and manager moves that make prospecting consistent before it becomes a crisis. Sales prospecting is the number one constraint sales teams name year after year, and Josh Pitchford's line explains exactly why: "Prospecting is not urgent until it is." In this episode, Mark McGraw and Josh dig into the creative avoidance that keeps sellers busy with everything except finding new business — and what actually breaks the cycle. Josh walks through the group prospecting model…