is the process a salesperson, typically a Sales Development Representative
, follows to initiate and develop new business. In a nutshell: prospecting is looking for new potential customers, clients, or buyers for the products or services your company offers.
Prospecting tends to be mostly found in the world of outbound sales
as it's part of a cold approach. They have never heard of your company before, and you are the first person they interact with. That means you are the face of your company to them for quite some time.
The idea is ultimately to introduce yourself and your company, how your product or service works and solves their pain points, and interest them in a call to help move them along your sales funnel
so that they convert into paying customers.
As an SDR, you will spend a good deal of time prospecting for potential customers.
Your cold outbound focus allows you to have the closest connection to company prospects, and an awareness of their current needs and issues, and how you can help them. Over time, you begin to learn what to look for and how to respond to move them along and further qualify them
as you do it more and more.
But how does the sales prospecting process work?