The definition of sales prospecting is when inside sales reps make outbound calls or send outbound emails to leads in hopes of creating opportunities for account executives. Prospecting can involve cold-calling, email, SMS messages, and other forms of outreach to nurture leads that have gone cold, or attempt to reach completely new people who are potential buyers. Many inside sales organizations have achieved successful results by hiring dedicated sales prospectors.
Prospectors, also known as sales development reps (SDRs) or business development reps (BDRs) can help achieve predictable ROI by creating a steady stream of opportunities for account executives. These opportunities fill the sales pipeline, which provides valuable fuel for the sales team. This can be highly effective because it frees account executives from having to prospect for their own leads. Instead, they can spend their time selling to sales-ready prospects that have been qualified by sales development reps.
Sales prospecting is performed with the help of sales tools that help prospecting reps research companies, find the right people to reach out to, information about that person, and then actually contact them.