Is Prospecting a Campaign, Not an Event?

We tend to think that somebody with great results, i maybe, is a better sales person. But i always challenge people to take a deeper look. The big misperception is that i can make one call or do one thing and that's going to solve the problem of getting me that conversation... You have to think of it as a longer game. I'm going to nurture them over time. They're not thinking about what i do right now; they already have someone that they'd consider a strategic partner in that seat. And yet, there's still all this admiration for people who are great closers. That doesn't make any sense.