Glossary
Targeting
Finding potential leads and their contact information.
Targeting (sometimes known as lead generation) means finding potential buyers (leads) and their contact information. Targeting well improves the prioritization, accessibility and accuracy of your leads, which results in more successful and cost-effective prospecting.
Before assigning Targeting duties to reps, companies should determine:
1. Who to target
2. Who to avoid targeting
3. Lead sources
Complete targeting exercises like buyer personas and ideal client profiles to help make these decisions and explain to reps.
Targeting is necessary for efficient (successful) outbound prospecting. Inbound teams will skip targeting and go right to Qualifying.
Before assigning Targeting duties to reps, companies should determine:
1. Who to target
2. Who to avoid targeting
3. Lead sources
Complete targeting exercises like buyer personas and ideal client profiles to help make these decisions and explain to reps.
Targeting is necessary for efficient (successful) outbound prospecting. Inbound teams will skip targeting and go right to Qualifying.