Prospecting. In the broad sense, prospecting refers to exploration. And, specifically, it means to explore or search for valuable minerals, such as gold. When we think of prospecting based on these definitions, we can see why it is used in business to describe the point in the sales process where you identify potential customers.

Prospecting, as one of the first steps in the sales process, is a critical piece of any sales and marketing effort. Without it, pipelines simply run dry. Yet, even with its importance, it's an area that most companies don't get right.

Here are the top 3 prospecting mistakes and how to recover.

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