Sales Dictionary
Prospecting
Definition
The first step in the sales process, which consists of identifying potential customers.
Deep Dive
Prospecting is the foundational first step in the sales process, focused on identifying and qualifying potential customers, often referred to as "prospects" or "leads." The objective of prospecting is to build a robust sales pipeline by systematically finding individuals or organizations who fit the ideal customer profile (ICP) and might have a need or interest in the company's products or services. It requires research, strategic outreach, and a keen understanding of the target market to separate genuine opportunities from less viable contacts.
Examples & Use Cases
- 1A SaaS salesperson researching LinkedIn for companies in a specific industry that have recently received funding, indicating growth potential
- 2A real estate agent attending community events and open houses to meet potential buyers and sellers
- 3A B2B company using a lead generation platform to identify decision-makers at target accounts for cold email campaigns
Related Terms
Lead GenerationSales PipelineIdeal Customer Profile (ICP)