Wednesday, November 9, 2011

Creating a World Class Prospect List - Introduction

Over the next few weeks, I will be sharing the tips and tricks to creating a world class prospect list. 

Building a strong prospect list helps build a profitable book of business. The better the prospects, the better the chance of generating new revenue. Prospects that are good fits for your company are more likely to buy more or buy quickly, or both. The wrong prospects waste valuable time and delay you from reaching goals.  Prospects don’t fit well if they only buy a small amount of the products and services you sell. When the need is small, the payoff is small for you.

Today, let's review the three “right” actions it takes to build a strong prospect list:
  1. Define the right target account.
  2. Develop the right number of accounts for your list.
  3. Identify the right decision-makers within the accounts.

Check back on Friday to learn how to create a profile for your ideal prospect.

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