The key stages of commercial prospecting

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The goal of sales prospecting is to ensure a steady flow of new business by establishing and developing relationships with targeted prospects.

Thus, in a company, prospecting is generally handled by salespeople or SDRs (Sales Development Representatives). Thanks to good training in sales prospecting, these professionals are able to precisely target the right people, anticipate their needs, and trigger high-value conversations.

Thus, rather than addressing an overly broad and untargeted audience, sales prospecting allows you to focus your sales efforts on the profiles most likely to make a purchase. In this way, it guarantees a better return on investment and a stronger alignment between marketing and sales.

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To be effective, a sales prospecting strategy must italy phone number lead follow a clear and structured process. Here are the key steps to follow before even entering an active sales phase.

1. Identify the right prospects
It all starts with finding qualified contacts. Using sales prospecting software like Monday CRM or a sales prospecting dashboard, you can centralize your data, segment your contacts, and identify the most relevant profiles.

2. Initiate first contact
This could be through a sales prospecting email, a call, or even a LinkedIn invitation. The goal is to start a conversation, capture the prospect's attention, and lay the foundation for effective customer relationship management .

3. Qualify the prospect
Once the dialogue has been established, it's essential to qualify the lead. This means understanding their challenges, budget, timeline, and constraints. This crucial step guides the sales pitch and determines whether the prospect has real potential or not.