Chapter 23

Ten Prospecting Resources


check Finding reliable and consistent sources of leads

check Looking beyond the obvious

As a new business salesperson, one of the key challenges you face is finding consistent and reliable prospecting data. You can’t just wait around for leads to drop into your lap; you have to proactively search for new potential opportunities.

On the other hand, you don’t want to go rushing around like a headless chicken. You need a structured workflow, and you need to be able to keep the early stages of your pipeline filled up. In this chapter, I look at some of the best resources for discovering potential opportunities. Some of these are specific to the United Kingdom and so are useful to those selling into or working in the U.K., although most other countries have similar resources geared toward them. (Note: In putting together some of these resources, I left out the most obvious starting point of Google as I assume that everyone already knows about it and uses it extensively.)

For a full introduction to prospecting, see Chapter 9.

remember Keep in mind that you won’t be the only one looking for prospecting data. Assume that your competitors can also see information ...

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