Indispensable for developing sales and building customer loyalty, prospecting is the engine of growth for any company. The aim is simple: to identify and contact qualified prospects, in other words, individuals potentially interested in the products or services we offer. But to measure the productivity of your efforts and optimize them, what criteria should you consider? This guide will give you the basics you need to observe the impact of your prospecting efforts. You'll learn about the key performance indicators (KPIs) you need to know, how to analyze the effects of your implementations from both a quantitative and qualitative angle, and how to adjust your sales tactics thanks to the data collected. What's more, you'll discover ways to boost your productivity, identify common pitfalls to avoid, and tips for infusing your interactions with a captivating, human tone.