The idea of prospecting is an overlooked concept for many companies because many decision makers are always looking for a way to bring in revenue faster and easier. Prospecting is neither easy nor timely and can’t be used simply to reap immediate benefits. Good prospecting is a process that must truly be embraced as a foundation for continuous predictable revenue and growth. Utilizing a great outbound marketing program as a means and not a service of your company can bring your company more than just an increase in sales numbers. Prospecting should not be confused with anything other than the process of generating as many qualified leads possible for your sales team to sell to. It sounds simple and companies can be hesitant to the idea because they are usually asking themselves; where is the value in using resources to focus specifically on prospecting? The answer IS focus. Sales teams should not be used to prospect, they are sellers and anything more would require them to exert energy away from closing and customer satisfaction just as selling takes away from prospecting and the details that must be applied in mastering a great outbound campaign towards the right target. Prospecting and selling must be looked at as two different tools for bringing in revenue. Believing that the two can be combined hinders the ability to maximize the efforts of one or both. Customers are any companies most important asset and must be treated so and the first step to ensuring the best customer satisfaction is by separating sales from the prospecting needed beforehand. Many companies have a fear of having a specialized prospecting team but doing so will bring sustainable success that benefits all divisions of the company. Prospecting is about quantity and companies must be willing to bite the bullet knowing that the value of a qualified lead is not just the potential revenue they bring in the first year. The luxury of having the most qualified leads set right in front of a sales team can result in compound growth, opportunity for building relationships and reducing churn. Unfortunately, there is somewhat a common preconceived notion that inbound marketing and prospecting by a sales team is enough and that allocating resources to a specialized prospecting effort would be a waste. It can’t be understated the importance of what a prospecting team can mean for a company. Having the perfect balance of outbound and inbound prospects is considered vital in the most successful businesses. For the companies willing to embrace the process it is only a matter of when, not if it will be successful.