Which of the following refers to gathering information to target leads?

The concept of gathering information to target leads is encapsulated by lead generation research. This process involves collecting and analyzing data to identify potential customers who are most likely to be interested in a product or service. By performing lead generation research, sales professionals can create a profile of ideal customers based on various characteristics such as demographics, purchasing behavior, and preferences. This targeted approach enables sales teams to focus their efforts on leads that align closely with their offerings, increasing the likelihood of successful engagements and conversions.

Sales forecasting, on the other hand, pertains to predicting future sales based on historical data and market trends, but it does not center on the initial gathering of information about potential leads. Market segmentation involves dividing a market into distinct groups with common needs or characteristics, which is useful for targeting but does not directly address the process of collecting leads. Customer analysis typically focuses on understanding existing customers to improve service and retention rather than capturing new leads.