I'm reminded over and over again about the value and importance of quality prospecting versus quantity prospecting. What does that mean?

Very simply it means that indiscriminate prospecting to the "masses" is an arduous, painful, not-so-productive process. Compare that to prospecting to a focused target audience of "ideal" prospects.

Think about your current customers and ask yourself some questions, like:

·         What makes them good customers for you?

·         Where are they located?

·         What kind(s) of problems do they have that you have solved for them?

·         What characteristics are common among your best customers?

·         What motivates them?

·         Who are they (demographically speaking)?

Once you have the answers to these questions, and any others that would help you describe your ideal customers, you can narrow your search for customers to those prospects who share those same characteristics.