Prospecting

Prospecting is typically the beginning of the sales process and refers to the activities performed by salespeople or sales development representatives (SDRs) to identify potential customers, engage them in a sales conversation and qualify them as a prospect. Artificial intelligence (AI)-based solutions are increasingly used in this process to offer better prospecting capabilities with intelligent, data-driven customer insights. Once the prospect is qualified the salesperson or SDR works to move the prospect into their sales process.