Education

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 3:
Create a Database of
Prospects

3. Lesson Objective
1. Prospects Database
2. Information to record in a Database of
prospects
3. Why data accuracy is important
4. Tools to manage customers’ database
5. How to find prospects

4. Prospects Database
It is a comprehensive collection of
Prospects-related data organized
for convenient access, generally in
a computer.
Google: Prospects' Database
template

5. Information to record in a Database
of Prospects
• Complete contact information: name,
title, telephone, email, address, etc.
• Name of decision makers
• Prospects activities
• Competitors
• History of prospecting techniques

6. Why Data accuracy is important?
 Credibility of the sales representative
and the company
 To use the effective prospecting
technique
 To save time
 To avoid a non-appropriate customer
approach

7. Tools to manage customers database
 CRM (Customer Relationship Management)
 MS Excel
 Prospect Tracking software
 Content management tool

8. How to find Prospects?
1. Face to face Networking
2. Post marketing promotion/event
3. Telemarketing initiative or a lead
generation initiative
4. Through social media
5. In magazines, newspapers, etc.
6. Buy a database of Prospects
7. Customers or friends’ reference
8. Online analytics tools

9. Make a lesson Summary

10. Have a wonderful evening 