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Sales Prospecting Research

Guide to FSU databases of use for sales prospecting.

Tom James Company

You work as a sales rep for Tom James Company. 

  • What does Tom James do?
  • One of the first tasks sales people have to do at Tom James is: "Develop a sales pipeline of over 1000 quality prospects using a variety of resources, reach out to about 50 prospects daily."
    • For this example, choose 3 companies with 3 specific prospects that you can reach out to.   List the company and each prospect.
  • Identify 3 competitors that might also be interested in your product. List them.
  • Be able to ask sales questions that get you in the door. Where can you find out about your potential prospect's industry and what issues "keep them up at night."
  • Where can I find resources that list an individual prospect's contact information? Name 3 resources.
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