Sales Prospecting: Customizing Prospect Lists for Maximum Sales Impact!

One of the most important tasks for any business is to generate sales from new customers.  Many companies use prospect lists to help them with this task, and feed this information into a sales contact management system like SalesForce.com for their salesforce.  One of our clients had decided to enter a new market and needed to build a prospect list to guide its salesforce’s activity.  They collected company lists from a variety of internal and external local business sources, but suspected that there was substantial overlap and inaccuracies in the information.  Knowing our expertise in building prospect lists, they came to us for help.

We first “scrubbed” the individual lists for duplication of, or inaccurate, company names and added missing address and phone information.  We then integrated the five (5) separate lists they acquired and, using a reputable national corporate database vendor, added essential demographic information on these companies (such as industry and company sales or employee size) which they could use to prioritize the list.  Finally, we added executive contact names to the list.  They incorporated the enhanced database into their sales management system, and their sales team is using it to systematically prospect for new business in their markets.