Many of Sherwin$-$Williams$$s prospective customers are small, independent businesses that often don$$t have their own website. Before contacting these leads, Derek checks LinkedIn to obtain information about key decision$-$makers, or he views sites such as Yelp to read reviews. He might also talk with other customers or those in the industry who may know the business or prospect to obtain greater insight. What step of the sales process is Derek in$?$

Qualifying

Prospecting

Presentation

Approach