What are the different types of business prospecting?

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For a long time, sales prospecting was primarily synonymous with cold calling, particularly by phone or mail. However, since the digital transformation of businesses , sales methods have evolved significantly, and today there are several types of prospecting adapted to different channels and purchasing behaviors. Indeed, sometimes prospects come to you naturally. Other times, it's your team that goes looking for them. It is therefore essential to distinguish between two main approaches: inbound sales prospecting and outbound sales prospecting.

Inbound prospecting uses relevant content, targeted marketing campaigns, and online forms to attract prospects to your business. This method generates qualified leads who have already expressed interest in your products or services.

Outbound prospecting , on the other hand, is based on a proactive approach. Salespeople contact prospects directly through various channels.

In outbound prospecting, the following techniques are commonly used.

Email marketing : By having the email address of kazakhstan phone number lead a contact who matches your target customer, you can send a personalized sales prospecting email to initiate the relationship. A good sales prospecting email example should capture attention from the very first lines and encourage contact.
Telephone sales prospecting : although cold calling is becoming less and less effective (their average success rate in 2025 was 2.3% ), a well-targeted telephone strategy, particularly with prospects who have already interacted with your content, can prove very effective.
Video prospecting : 38% of businesses use video marketing primarily for lead generation and sales. Sending personalized videos or recorded demonstrations is therefore an increasingly popular method, allowing for a more personal and engaging relationship from the first contact.
Social selling : Using networks like LinkedIn allows you to build an online presence, share relevant content, and naturally engage in conversation with qualified prospects.
Networking : Attending professional events, conferences, or trade shows is a great way to make initial face-to-face contact and build a base of leads to reach out to later.
Referrals : A satisfied customer can become an ambassador for your brand. Referrals are therefore a powerful prospecting tool because they build on the trust already established with existing contacts.
Finally, each of these methods can be integrated into a structured sales prospecting plan and closely monitored using a sales prospecting tracking table. For example, with a sales cycle management tool like Monday CRM, you can manage all of these actions in a centralized, clear, and automated manner.