Kazanjy treats prospecting as the most critical and most neglected discipline in founder-led sales. Prospecting is the systematic process of identifying, researching, and qualifying potential customers before investing time in outreach or meetings. The core principle is ruthless qualification using publicly available information — company size, industry, technology stack, job postings, funding stage, and organizational structure can all be assessed before making a single call. Founders who skip this discipline waste their most precious resource (time) on prospects who were never going to buy. The output of strong prospecting is not a long list of names but a short, prioritized list of high-probability targets with enough context to personalize every outreach.