Prospecting is the process of identifying and researching potential customers who match the ideal customer profile (ICP) and may benefit from a product or service. It’s an early stage in the sales process focused on finding high-quality leads to fill the top of the pipeline.

This includes actions like:

• Using search filters on LinkedIn Sales Navigator for LinkedIn prospecting
• Gathering demographic and firmographic data
• Analyzing intent signals or engagement behavior
• Creating and refining prospecting lists

While prospecting doesn’t involve direct outreach, it sets the foundation for effective sales engagement by making sure sales efforts are focused on the right people.