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Glossario Apparound

This section contains a collection of terms related to the digitization of sales processes, the latest innovations in technology and marketing, each accompanied by an explanation of the meaning or other observations.

Prospecting: the key for a sales success

Prospecting is a crucial process in the field of sales. But why is it so important? In the following lines, we will discover together what prospecting entails, why it matters, and what are the best strategies for a successful endeavor

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What is Prospecting and why it is so important?

Prospecting di cosa si tratta

Prospecting is a set of activities aimed at selecting and focusing sales efforts on prospects, namely individuals who are potentially more interested in purchasing a product or service and who are most likely to be converted into customers.

Consequently, engaging in sales prospecting involves managing a process aimed at identifying contacts that can be nurtured through the advanced stages of the purchasing process, ultimately leading them to become paying customers

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Lead e prospect: what are they?

The process of identifying customers typically begins by obtaining the "right information": distinguishing between leads and prospects is crucial. Although these two concepts may seem similar at first glance, there are some important distinctions to be made.

In particular, leads can be defined as potential customers who have shown interest in your company through actions such as visiting a website, subscribing to a blog, or signing up for a free trial.

On the other hand, prospects can be defined as those leads that have been further researched and qualified: through this specific process, it has been ascertained that they possess the qualities, potential needs, and interests that align with the offered solution

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How to do prospecting?


Now that we understand how crucial the prospecting phase is in the world of sales and marketing, here is a series of activities that - step by step - will help you improve your prospecting skills.

Finding the right prospect

The first step in prospecting is understanding who might genuinely be interested in the products and services offered. To succeed in this step, it's necessary to use informative sources that will enable the collection of relevant data. Understanding the challenges and goals of the prospect positions the company in a better situation to present a targeted solution.

Prioritize prospects based on their likelihood to convert

Not all prospects have the same likelihood of becoming customers. It's necessary to assess factors such as budget, industry, and current needs to determine who actually has conversion potential. Focusing efforts on the most promising prospects will increase the efficiency of the sales process.

Prepare a customized offer for each prospect

Once prospects have been identified and qualified, it's necessary to prepare a personalized approach. A generic sales pitch won't suffice. It's essential to demonstrate an understanding of the prospect's specific needs and challenges. Customize the message based on the gathered information, highlighting how the products or services can help solve specific problems or achieve particular goals.

Create the first contact and ensure to help, not to sell

The initial contact with a prospect can be decisive. Whether it's a call, an email, or a face-to-face meeting, the primary goal should be to establish a relationship based on trust and assistance. It's best to avoid a too aggressive sales approach, preferring to focus the conversation on providing value.

Monitor the prospecting process to better understand how to improve

Prospecting is not a static activity but requires constant adaptation and optimization. Regularly analyze the prospecting process to identify what works and what doesn't. This may include analyzing response rates, customer feedback, and the effectiveness of different approach strategies. Be willing to adjust your techniques and strategies to maximize effectiveness.


In conclusion, effective prospecting is a fundamental skill for any sales or marketing professional. By following these steps and adopting a targeted and personalized approach, supported by our solutions, it becomes possible to increase the chances of converting prospects into loyal and satisfied customers.

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Prospecting is a term that refers to the strategy of focusing sales efforts on prospects, namely individuals who are potentially more interested in purchasing a product or service, and thus have a higher likelihood of being converted into customers.

A lead is a person potentially interested in the product or service but has not yet been contacted by the company. A prospect, on the other hand, is a person who has shown interest in a company's commercial proposal after the initial contact and therefore has a higher likelihood of becoming a customer.

The sales funnel is a series of steps that the company designs to guide visitors towards the purchase decision.