Glossary
Prospecting existing accounts
“Farming” new business from existing accounts
This prospecting term describes selling to an existing customer (or a book of business). These are neither inbound leads (inbound prospecting) nor cold leads (outbound prospecting).
When sales reps are assigned to prospect to existing accounts, they’re responsible for generating new business from accounts that purchase periodically and are typically assigned to (or “owned” by) individual sales reps.
The more important aspect of prospecting to existing accounts is proactively “hunting” for new sales (rather than waiting for deals to come to you) and delivering a stellar buying experience.
This is sometimes referred to as “account management” in sales, with reps given a title with “account manager” in it.
When sales reps are assigned to prospect to existing accounts, they’re responsible for generating new business from accounts that purchase periodically and are typically assigned to (or “owned” by) individual sales reps.
The more important aspect of prospecting to existing accounts is proactively “hunting” for new sales (rather than waiting for deals to come to you) and delivering a stellar buying experience.
This is sometimes referred to as “account management” in sales, with reps given a title with “account manager” in it.