If you want sustained success in your sales career, if you want to maximize your income, then you've got to interrupt prospects. You'll have to pick up the phone, walk in the door, send an e-mail or text message, or ping a prospect on LinkedIn, Twitter, Google+, or Facebook and interrupt someone who is not expecting you to contact them (i.e., you don't have an appointment or they are not waiting for you to call or write) and with whom you are not currently engaged in a sales discussion.
