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Prospecting is the selling process in which a salesperson or company identifies qualified potential customers. Approaching the right potential customers is crucial to the selling success. As one sales expert puts it, “IF the sales force starts chasing anyone who is breathing and seems to have a budget, you risk accumulating a roster of expensive to serve, hard to satisfy customers who never respond to whatever value proposition you have.” He continues, “The solution to this isn’t rocket science. [you must] train salespeople to actively scout the right prospects.” Another expert concludes,” Increasing your prospecting effectiveness is the fastest single way to boost your sales.

Prospecting is the step in the selling process that identifies potential customers for a product.

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