Sales prospecting

Sales prospecting is creating a pipeline of potential customers. Sales professionals who insufficiently sales prospect in terms of the people/organizations contacted often severely limit their number of sales. Sales professionals who fail to do an adequate amount of sales prospecting typically aggressively focus on weak prospects with low probabilities of buying their product or service due to not finding enough good prospects (For example, the product/service is not a good fit, lack of interest, lack of a budget, etc.). Effective salespeople qualify sales prospects and contact them on a frequency that is commensurate with their level of interest and their potential fit with their product/service. Contacting a potential future customer too frequently in a given time period risks losing them as a potential future customer due to their annoyance and their increasing perception that the salesperson is pushy and/or desperate.