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
Product Cannibalization Jonathan Poland

Product Cannibalization

Product cannibalization refers to the situation in which the sales of one product within a company’s portfolio negatively impact the…

Segregation of Duties Jonathan Poland

Segregation of Duties

Segregation of duties is a principle in internal control that aims to reduce the risk of fraud or errors by…

What is Media? Jonathan Poland

What is Media?

Media refers to the various channels through which information and entertainment can be delivered.

Revenue Operations Jonathan Poland

Revenue Operations

Revenue operations, also known as RevOps, is the practice of overseeing and optimizing an organization’s core sales processes. This includes…

Performance Risk Jonathan Poland

Performance Risk

Performance risk refers to the potential negative consequences that a business may face if a product, service, program, or project…

Business Objectives Jonathan Poland

Business Objectives

Business objectives are specific targets or goals that an organization, team, or individual strives to achieve within a certain time…

What is Stagflation? Jonathan Poland

What is Stagflation?

Stagflation is a period of high inflation, low economic growth and high unemployment. Stagflation is a economic phenomenon in which…

Sales Operations Jonathan Poland

Sales Operations

Sales operations is the management of the processes and practices that support the sales function of an organization. It involves…

Business Relationships Jonathan Poland

Business Relationships

Business relationships are the connections, interactions, and communications between a company and its stakeholders. These relationships can have value for…

Content Database

Original Research Jonathan Poland

Original Research

Original research refers to the creation of new knowledge through the investigation of a topic or problem. This can involve…

Knowledge Value Jonathan Poland

Knowledge Value

Knowledge value is the value that is derived from knowledge, skills, and information. It can be a measure of the…

Product Diffusion Jonathan Poland

Product Diffusion

Product diffusion refers to the process by which a product or service is accepted and adopted by a target market.…

Experience Goods Jonathan Poland

Experience Goods

Experience goods are products or services that are consumed through an experiential or participatory process. They are characterized by their…

Customer Service Jonathan Poland

Customer Service

Customer service is the practice of providing support, assistance, and guidance to customers before, during, and after a purchase. This…

Generic Drug Manufacturers Jonathan Poland

Generic Drug Manufacturers

The generic drug industry is a sector of the pharmaceutical industry that focuses on the development, production, and marketing of…

Acceptable Risk Jonathan Poland

Acceptable Risk

An acceptable risk is a level of risk that is deemed to be tolerable for an individual, organization, community, or…

Chaos Theory Jonathan Poland

Chaos Theory

Chaos theory is a branch of mathematics that studies the behavior of complex systems and the impact of small changes…

Business Development Jonathan Poland

Business Development

Business development is a multifaceted discipline that involves identifying and pursuing opportunities to grow a business. It’s a combination of…