Glossary

Prospecting means “hunting” or engaging leads and potential customers. While Targeting determines who you’ll reach out to and how, prospecting is the act of generating interested leads (prospects). Prospecting types include:

• Inbound prospecting (responding to inbound leads who engage you)
• Outbound prospecting (outreach to targeted leads)
• Prospecting existing accounts (farming new business from existing accounts)
• Outsourced prospecting (vendors who provide warm leads or appointments)

Prospecting is the sales activity which has the most impact on sales. Sales teams who prospect well will succeed; companies who prospect poorly may fail. Prospecting is important to anyone who wishes to increase revenue from leads.