Prospecting

Outbound sales is a proactive business motion where representatives reach out to prospects who have not yet expressed interest, serving as a critical tool for startup market validation.

A Sales Development Representative is an inside sales role dedicated to outbound prospecting and qualifying leads to ensure Account Executives spend time on high-value opportunities.

Lead scoring is a methodology that ranks prospects by value to help startups prioritize sales efforts and improve marketing alignment through objective data.

A discovery call is the initial substantive conversation with a prospect, focused exclusively on diagnosing pain points and determining fit rather than selling a product.