Prospect Versus a Lead.docx - Prospect Versus a Lead What...

This preview shows 1 out of 3 pages.

Prospect Versus a Lead What is a Prospect? Like many industries, business has its own language and terms. Several are used interchangeably, even though they don't actually mean the same thing. This is the case with the terms "prospect" and "lead." A prospect is a potential customer that has been qualified as fitting certain criteria. In most cases, a prospect: Fits your target market . Has the means (money) to buy. Is authorized to make buying decisions. Prospects don't have to have indicated an interest in buying. They just need to meet the above criteria. For example, if you sell virtual support services to small businesses, a prospect would be a small business manager (target market), that can afford your services, and who can make the decision to hire you. If your contact doesn't have permission to make a buying decision, then he's not your prospect. Determining if a contact is a sales prospect is the first step in the selling process. Once you've determined that the person meets the criteria, he is a prospect and you can move into the next phase of the selling process.
Image of page 1

Subscribe to view the full document.

Whats the Difference Between a Prospect and a Lead?
Image of page 2
Image of page 3
You've reached the end of this preview.
  • Winter '17
  • Sales, business manager, Prospect

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern