{"id":82902,"date":"2024-11-21T20:58:45","date_gmt":"2024-11-21T20:58:45","guid":{"rendered":"https:\/\/mailrelay.com\/glosario\/sales-prospecting\/"},"modified":"2026-10-31T15:05:44","modified_gmt":"2026-10-31T15:05:44","slug":"sales-prospecting","status":"publish","type":"glossary","link":"https:\/\/mailrelay.com\/en\/glossary\/sales-prospecting\/","title":{"rendered":"Sales prospecting"},"content":{"rendered":"\n

Sales prospecting consists of searching for and contacting people or companies that could become customers. <\/strong>It is also called business prospecting.<\/p>\n\n

This process focuses on identifying prospects<\/a>, qualifying their interest in the product or service and guiding them through the sales funnel. <\/p>\n\n

Prospecting helps you build a contact list<\/a> that your sales team can work with, helping to generate revenue and grow the business.<\/p>\n\n

Stages of sales prospecting<\/h2>\n\n

Prospecting almost always follows the same steps, whether you sell to businesses or to consumers:<\/p>\n\n

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  1. Define your ideal customer.<\/strong> Industry, company size, job title and the problem you solve. Your buyer persona<\/a> helps here.<\/li>\n\n\n\n
  2. Find prospects.<\/strong> On LinkedIn<\/a>, at trade shows, in industry directories, among the people who download your content or through referrals from your customers.<\/li>\n\n\n\n
  3. Qualify them.<\/strong> Check whether they have the need, the budget and the authority to decide.<\/li>\n\n\n\n
  4. Make the first contact.<\/strong> With a personal message and a specific reason for writing or calling.<\/li>\n\n\n\n
  5. Follow up.<\/strong> Most people don’t reply to the first contact.<\/li>\n\n\n\n
  6. Hand interested prospects over to sales.<\/strong> When the prospect asks for a meeting or a proposal, the work of closing the sale<\/a> begins.<\/li>\n<\/ol>\n\n
    \"Stages<\/figure>\n\n
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    Turn your prospects into subscribers<\/strong><\/p>\n\n\n\n

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    Create a free account<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n

    Importance of sales prospecting in the sales process<\/h2>\n\n

    Why is prospecting so important? <\/p>\n\n

    No prospects, no sales. <\/strong><\/p>\n\n

    Here are the main benefits of proper sales prospecting:<\/p>\n\n