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Prospect
Generation
Vineetha Shetty
Head of Sales & Marketing
Who is a Prospect ?
A prospect is the one who is qualified or
determined by the company to fit into their
target market an...
What is Prospect Generation?
Prospect generation is a process of fetching
the information ex. Phone number, email id's
of ...
Why is it Important?
• Prospect Generation helps to mine out the
relevant leads from the crowd – and on
sustaining these l...
Prospect Development
Prospect Development is the process where
the lists of prospects acquired through all
means of prospe...
Prospect development focuses on:
• Qualified prospects
• Generate qualified leads to bring in more
sales leads
• Increase ...
Prospect Generation tactics
• For any business to be introduced to a large
audience irrespective of the business being
B2B...
Email List can be built using:
• Prospect generation software
• Webinars/seminars
• Referrals
• Guest Blogging
• Trade Sho...
Prospect Generation Software
To build an email list quicker prospect
generation software is an ultimate choice.
Utilizing ...
AeroLeads is one such software. AeroLeads
also supports company search to find all the
contact details of the company alon...
Chrome Extension
On installing the AeroLeads chrome
extension it is easier to look for relevant
prospects by running the s...
Other software’s include:
• Salesloft
• Sell Hack
• InsideSales
• Netprospex
• Spiderbook
• Findanyemail
• Sales intellige...
Webinars/Seminars
This is the second best option as the webinar
or seminar invitation keeps the persuasive
offer before th...
Referrals
Referral generation is a secret weapon for
prospect generation. Referrals by your
existing customers can be huge...
Guest Blogging
To make sales, the first step is to tell the world
that your business exists and how it can take
care of th...
Trade Shows
The largest expenditure of the B2B market
goes into trade shows with an expectation of
turning prospects into ...
Trade Shows
Generating new prospects and leads and
also closing sales with the current leads. It
gives an opportunity to g...
eBooks
No matter how many subscribe opportunities
you lend to user it’s unlikely they would
accept any and give away their...
“Success in sales is the
result of discipline,
dedication and sacrifice”.
Thank you
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Prospect Generation

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In today’s digital world, prospect generation is a unique technique to be incorporated in every marketing strategy as this is the major step towards building the awareness among prospects about your product or services.

Published in: Sales
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Prospect Generation

  1. 1. Prospect Generation Vineetha Shetty Head of Sales & Marketing
  2. 2. Who is a Prospect ? A prospect is the one who is qualified or determined by the company to fit into their target market and has not yet shown interest for your product.
  3. 3. What is Prospect Generation? Prospect generation is a process of fetching the information ex. Phone number, email id's of the prospects and nurturing them to become a lead through activities like cold emailing, cold calling etc.
  4. 4. Why is it Important? • Prospect Generation helps to mine out the relevant leads from the crowd – and on sustaining these leads will transform them into clients and thus expanding the revenue. • With the abundance of information in the web, cold calling to the prospects irrelevant to your business will shift the focus of sales team from closing leads to pushing prospects much to their inconvenience, that are not interested in the product or service you are offering.
  5. 5. Prospect Development Prospect Development is the process where the lists of prospects acquired through all means of prospect generation is refined to increase the sales performance by identifying and nurturing the qualified prospects.
  6. 6. Prospect development focuses on: • Qualified prospects • Generate qualified leads to bring in more sales leads • Increase ROI
  7. 7. Prospect Generation tactics • For any business to be introduced to a large audience irrespective of the business being B2B or B2C needs a large, highly targeted and responsive email list without following the odds of buying the list.
  8. 8. Email List can be built using: • Prospect generation software • Webinars/seminars • Referrals • Guest Blogging • Trade Shows/Conferences • E-books
  9. 9. Prospect Generation Software To build an email list quicker prospect generation software is an ultimate choice. Utilizing this software one can find prospects full name, business type, location, contact email and phone number.
  10. 10. AeroLeads is one such software. AeroLeads also supports company search to find all the contact details of the company along with the people working in that company. With the contact details, one can sell their products and services to these potential prospects.
  11. 11. Chrome Extension On installing the AeroLeads chrome extension it is easier to look for relevant prospects by running the search directly from the browser. One can also search for prospects through google.
  12. 12. Other software’s include: • Salesloft • Sell Hack • InsideSales • Netprospex • Spiderbook • Findanyemail • Sales intelligence
  13. 13. Webinars/Seminars This is the second best option as the webinar or seminar invitation keeps the persuasive offer before the user that makes them believe that they are going to lose out on something valuable for their business if they don’t sign up.
  14. 14. Referrals Referral generation is a secret weapon for prospect generation. Referrals by your existing customers can be huge advantage in generating more prospects.
  15. 15. Guest Blogging To make sales, the first step is to tell the world that your business exists and how it can take care of the issues your target market is confronting. A quality post on some of the top blogs sites will declare the presence of your image to the world and influence the prospects to know more about you.
  16. 16. Trade Shows The largest expenditure of the B2B market goes into trade shows with an expectation of turning prospects into leads and leads into sales. Trade shows can be effective in both ways.
  17. 17. Trade Shows Generating new prospects and leads and also closing sales with the current leads. It gives an opportunity to get in touch with many industry leaders and a ray of hope towards turning your target company your potential customers.
  18. 18. eBooks No matter how many subscribe opportunities you lend to user it’s unlikely they would accept any and give away their email address if they don’t find it valuable. Offering ebooks related to the business you are in and that which contains information your target market is in need of is a huge bait to double the subscribers.
  19. 19. “Success in sales is the result of discipline, dedication and sacrifice”.
  20. 20. Thank you

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