What is sales prospecting?

Sales prospecting is a process of connecting with potential customers. During this process, prospectors can send outbound emails and make outbound calls to leads. As a rule, there are two primary goals of sales prospecting – to reach out to new potential customers or to revive the interest of old contacts that have gone cold over time. Thus, this process allows teams to expand their opportunities for account executives.

This is the very first step of the sales life cycle. First, sales reps focus on connecting with a business’s prospects, which is what prospecting stands for. Only after this step, reps can go on to lead qualification, follow-ups, and other steps that build sales.

How to address sales prospecting? The process is pretty simple – first, you conduct research to find the right people to contact, then you collect their data, and, finally, you reach out to them. Some of the most common outreach techniques used for prospecting are email, cold-calling, SMS, etc.

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