prospecting

Prospecting

Prospecting Jonathan Poland

Sales prospecting is the process of identifying and researching potential customers for a business’s products or services. This typically involves researching target markets, identifying potential customers, and reaching out to those customers to determine their interest in the business’s offerings. Sales prospecting is an important part of the sales process, as it helps businesses to find new customers and grow their revenue. By identifying and contacting potential customers, businesses can increase their chances of making a sale and expanding their customer base.

Cold Calling
Contacting an organization or individual who hasn’t made an inquiry to you. Can be done across multiple platforms using its native tools. Could be actual calls or direct messages via text and social.

Qualified Leads
Many companies have a process of acquiring leads using promotional methods such as digital advertising. Leads provide contact information and sales operations teams determine which leads are qualified to become customers. Prospecting then begins with the qualified leads.

Social Media
A salesperson may actively discuss topics close to their product in social media in order to connect with customers.

Trade Fairs
Industry events such as trade shows or fashion weeks.

Networking
Using personal connections to connect with more people in an industry. For example, a software salesperson for the banking industry in Hong Kong may hang out at the same popular spots and know many of the same people as customers in the financial industry.

History
Looking at recovering lost customers or failed proposals.

Learn More…

Substitution Pricing Jonathan Poland

Substitution Pricing

A substitution price is the price at which a customer will choose…

Organic Growth Jonathan Poland

Organic Growth

Organic growth refers to an increase in revenue that is generated through…

Program Efficiency Jonathan Poland

Program Efficiency

Program efficiency refers to the effectiveness with which a computer program uses…

Customer Experience 101 Jonathan Poland

Customer Experience 101

Customer experience (CX) refers to the overall experience that a customer has…

Management Principles Jonathan Poland

Management Principles

Management principles are fundamental guidelines or ideas that are adopted by an…

Data Infrastructure Jonathan Poland

Data Infrastructure

Data infrastructure refers to the hardware, software, and network resources that support…

Request for Proposal Jonathan Poland

Request for Proposal

An RFP (request for proposal) is a document that asks suppliers to…

Creative Ability Jonathan Poland

Creative Ability

Creative ability is the talent or aptitude for creating ideas or products…

Brand Equity Jonathan Poland

Brand Equity

Brand equity refers to the value that a brand adds to a…

Jonathan Poland © 2023

Search the Database

Over 1,000 posts on topics ranging from strategy to operations, innovation to finance, technology to risk and much more…

What is a Trade Show? Jonathan Poland

What is a Trade Show?

A trade show is an industry-specific event where businesses in a particular…

Bankability Jonathan Poland

Bankability

Bankability is a term used to describe the ability of a project…

Competitive Markets Jonathan Poland

Competitive Markets

In a competitive market, multiple participants exchange value without any single entity…

Design to Value Jonathan Poland

Design to Value

Design to value refers to the design requirements and considerations that aim…

Distribution Jonathan Poland

Distribution

Distribution is the process of making a product or service available for…

Stakeholders Jonathan Poland

Stakeholders

Stakeholders are individuals or groups who have an interest or concern in…

What are Project Estimates? Jonathan Poland

What are Project Estimates?

Project estimates are used to predict the costs, task completion times, and…

Intellectual Capital Jonathan Poland

Intellectual Capital

Intellectual capital is the intangible value of an organization that is derived…

Local Marketing Jonathan Poland

Local Marketing

Local marketing refers to any marketing strategy that targets customers in a…