With the answers to these questions, go to work on creating The List, which consists of the key contact information for each prospect. I won’t kid you—creating The List will take some work. It involves a combination of examining your current prospect lists, generating referrals from existing clients, reading trade publications, purchasing lists, asking around, and telling your salespeople to keep their ears to the ground. You have to harvest and then stockpile these names in a database. Once they’re compiled, your sales/marketing manager has a list of all of your prospects in one place or at
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