Module 6 discusses creating a database of sales prospects. It recommends recording complete contact information, decision makers, activities, competitors, and prospecting history for each prospect. Maintaining accurate data is important for credibility, using effective techniques, and saving time. Tools like CRM, Excel, and tracking software can help manage the database. Prospects can be found through networking, events, telemarketing, social media, publications, buying databases, referrals, and analytics tools.

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 