Get your Target Market Profile workbook: https://pages.sellerant.com/rrp-accelerate-strategy

Join Kenan Rappuchi, founder and Chief Growth Officer of Sellerant, in this essential episode that tackles one of the most frequently asked questions in B2B sales: "What is a lead?" While it might seem straightforward, Kenan reveals why this simple question has multiple definitions in the real world and breaks down the critical distinction that can make or break your prospecting efforts.

In this episode, Kenan introduces his two-category lead framework, distinguishing between "suspects" and true leads. He walks through his proven three-step process for transforming prospects into qualified leads: Profile (using his target market audience workbook), Compile (building accurate prospect lists), and Engage (making that crucial first touch).

Whether you're a founder struggling to generate quality leads or a small business leader looking to optimize your sales funnel, this episode delivers the tactical guidance you need to perfect your prospecting technique and accelerate your path to revenue growth.

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Host: Kenan Rappuchi, Founder & CEO of Sellerant

Time Stamps:

(00:00 - 00:47) Intro

(00:48 - 1:29) Putting ‘Lead’ into Context

(1:30 - 3:14) What a Prospect Looks Like

(3:15 - 6:00) Understanding Prospects

(6:01 - 7:09) Engaging with Prospects

(7:10 - 7:59) Affirmation

(8:00 - 8:38) Redefining a Lead

(8:39 - 8:51) Outro