Pricing & Salesintermediate
Prospecting
Definition
The proactive process of identifying and researching potential customers who match your ideal client profile, before initiating any sales contact.
Why it matters
Good prospecting fills your pipeline with qualified leads. Bad prospecting wastes time on people who will never buy. Quality over quantity is the golden rule.
Example
A B2B consultant uses LinkedIn to identify marketing directors at companies with 50-200 employees in her target industries before sending any outreach messages.
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