What is the process of separating prospects into groups based on predetermined characteristics called?

The process of separating prospects into groups based on predetermined characteristics is known as market segmentation. This concept involves dividing a broad consumer or business market into sub-groups of consumers (known as segments) based on shared characteristics. These characteristics can include demographics, psychographics, buying behavior, and other relevant criteria.

By segmenting the market, businesses can tailor their marketing strategies and messages to meet the specific needs of each segment more effectively. This targeted approach often leads to more efficient use of resources, improved customer engagement, and higher conversion rates, as businesses can address the unique preferences and behaviors of each group.

In contrast, lead generation refers to the process of attracting and converting prospects into leads, while target marketing focuses on reaching and communicating with specific segments identified through market segmentation. Audience analysis involves assessing and understanding the audience to better inform promotional strategies. While these concepts are related to understanding and reaching customers, the specific term for categorizing prospects into groups based on shared characteristics is market segmentation.