Prospecting is that early stage of the Pre-Sales Phase. It is tasked with either finding and/or creating sales opportunities for the sales pipeline. Prospecting is nothing more than exploring or hunting for sales opportunities. This part of the sales process consists of such broad steps like:
From here, and depending upon the situation, the salesperson can immediately go into the “Discovery” or “Set an Appointment” for discovery or some other post prospecting activity.
As a sales expert, I exist partly to provide key sales personnel with the resources and the training opportunities to be successful in this phase. Rather your role is strictly one of prospecting like a lead generator, business development rep, appointment setter, etc… or rather your role is an account executive or sales rep who works the deal from beginning to end, a comprehensive understanding and mastery of the ins and outs of prospecting is necessary if a salesperson is to truly be a top producer.