Hi ,
Before a buyer decides to buy, a salesperson has to decide to dial. If that call keeps getting put off, there's no conversation to move forward.
If you're managing someone who keeps putting it off, I understand the temptation to say, "Just phone 30 people a day." But I'd like to hand you a phone and say, "Show me."
I still do this work. I can spend two or three hours prospecting and count myself lucky if I actually speak to ten of the people I'm trying to reach. Finding the right person is a grind. You phone reception, ask who handles what, get transferred, discover they're unavailable and try again later. Somewhere in there, you capture it in your CRM.