Start with a market or territory
Choose a geography or account segment so prospecting effort is intentional and measurable.
- Define the area each rep is working.
- Reduce duplicate coverage.
- Look for commercial properties and businesses that fit your target profile.
Capture what you see
A business sign, property, address or company name can become the starting point for research. Save that observation with enough context to act on it later.
Research before outreach
Use public business information and connected research tools to understand the company and identify relevant contacts before reaching out.
- Company and location context.
- Likely decision makers.
- Reason the prospect may be worth pursuing.