Four types of prospecting
Prospecting can take many different forms, but generally falls into four categories we have placed on the customer journey below.
- Inbound: Customers educate themselves and seek assistance in the selection process.
- Outbound: Volume-based outbound through a cadence of personalized touches.
- Targeted: Targeting a number of people in a specific account, also known as Account-based Marketing (ABM) and Account-based Prospecting (ABP).
- Content: Educate customers through content on both the problem and the solution.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
