To survive, let alone be a category leader, adequate numbers of prospects must be developed. This cannot be accomplished through time-and-energy-draining two-way communication, either face to face or on the phone. Publisher McGraw Hill has estimated that the average sales call requires approximately 45 minutes, and that an average of three calls is required to close a sale. That’s simply inefficient.  Prospecting is what marketing – the one-way communication element of sales – is ideally suited for.  Whether by e-mail, surface mail or online,  your sales success likely be in direct proportion to your one-way outreach.