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:

Targeting;

Establishing contact;

Pre-qualifying;

Piquing Interest 

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.


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