Sales prospecting
The work of finding and contacting companies that match the ICP, before any deal exists.
Prospecting covers list building, research on each account, finding the right person, and making the first contact. It is the part of sales that scales badly by hand, because the research is repeated for every account.
Outbound prospecting starts the conversation; inbound waits for it. Most B2B teams run both, and the ratio depends on how well known the brand is in the target market.
The output of prospecting is not a message sent, it is a qualified conversation. Counting activity instead of conversations is the most common way the function is measured wrong.
How we use it
Research, enrichment and the first touch are handled by agents; the qualified conversation is handed to the client with the context attached.
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