The Importance of Prospecting
Source: Microsoft Tips
Potential customers come in two types: suspects and prospects. A suspect is someone who appears to fit the target market or shows some interest in one's offerings; a prospect is someone who has the Money, the Authority, and the Desire (MAD) to become the customer. The function of prospecting is to identify and attract suspects and then convert these suspects into prospects. In business-to-business sales, the typical prospecting objective is to get an appointment with a partially qualified prospect to fully qualify them.