LEAD | lēd
Noun: an incoming communication or a recommendation that you need to explore.
Just talk to them! Explore shared values to qualify them. You’re not just looking to impress them… they need to meet your criteria for talking further and taking more of your time!
PROSPECT | ˈpräˌspekt
Noun: an established relationship that should be further developed.
You see a shared value, now look for specific opportunities for mutual benefit. Explore which of your options would help their pain or fulfill their desire.
OPPORTUNITY | ˌäpərˈt(y)o͞onədē
Noun: a developed shared value that is just waiting for a pitch.
An offer for a specific time, place, and price that has mutual benefit.