Salespeople who gravitate to a single prospecting methodology seriously sub‐optimize their productivity. In sales, consistently relying on a single prospecting methodology consistently generates mediocre results. However, balancing one's prospecting regimen gives the sales representative a statistical advantage that almost always leads to higher performance and income over the long term. There is no one‐size‐fits‐all formula for balanced prospecting. The key is designing the prospecting regimen based on what works best in a particular industry and with a particular product, service, deal complexity, customer base, market and geographic territory. If a sales representative is new to sales, new to company, or new territory, the balance of prospecting techniques have to be different than that of a tenured representative who has been in the same territory for years. With few exceptions, the combination of multiple techniques and channels is the most effective path to building a winning pipeline.