What is the first step in the B2B personal selling process?

During the prospecting stage, salespeople may use a variety of methods to identify potential leads, such as networking, cold calling, or using online tools to research companies and industries. They may also rely on referrals from current customers or other sources within the industry.

One of the most significant benefits of having a sales prospecting process is that you get more qualified leads and customers who are ready to make a purchasing decision. It also allows you to determine a prospect's preferred method of contact, whether it's cold calling, email marketing, or social media outreach (specifically through LinkedIn). Rather than chasing dead leads, your sales development experts have the ability to target the best decision-makers using strategic sales prospecting tactics that align with their buyer personas.

Once potential leads have been identified, the salesperson will typically qualify them to determine whether they are a good fit for the product or service being offered. This may involve gathering information about the lead's needs, budget, decision-making process, and other factors that may influence their purchasing decision.

The prospecting stage is arguably the most critical for B2B sales, as it lays the foundation for the rest of the selling process. By identifying and qualifying potential leads, salespeople can focus their efforts on the most promising opportunities and increase their chances of success.