Salespeople and gold miners have a lot in common. No, I don’t mean the tireless ambition, the deep-rooted desire to be successful, and the unstoppable drive for precious minerals. Instead, salespeople and miners share one key activity: prospecting.
Today, salespeople don’t raise a pickaxe to prospect, but
still, they need to sift through muddy waters to find potential customers,
separating good targets from bad ones. This is called sales prospecting.
Sales prospecting is the process of identifying potential customers, either people or companies, that match your ideal customer profile and, therefore, are relevant for you to contact.