The document discusses building and maintaining a prospect database. It defines a prospect database as a repository containing contact information for potential customers or sales leads. It then outlines eight methods for building a prospect database, including using business directories, purchasing lists, obtaining leads from events, newsletters, websites, referrals, and in-house research. The document also discusses benefits of a prospect database like easy access to information and better segmentation. It emphasizes the importance of validating, cleaning, protecting and regularly updating the database to maintain quality leads.

1. Prospect Database
Created by:
Jahanvi Shrimali
SEO Manager, aMarketForce

2. What is Prospect Database? …….3
Why develop a Database? .…...5
How to build a Prospect List Database? ..….6
Benefits of Prospect Database .…..11
How to maintain Prospect Database …..12
Need help feeling your sales pipeline? …..13
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3. Prospect Database refers to a repository containing various
contact names, addresses, company name etc managed in an
organized way.
A prospect database comprises of various records pertaining to
your potential customer or sales lead which is qualified on the
basis of certain criteria like target industry, geographic location
etc.
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5. Ensures easy storage, editing and retrieval of potential
customer information
Helps in documenting prospect status, interests and other
special events/actions
Better segmentation
Ability to manage complex marketing campaigns
Custom database development ensures tailor made list of leads
which are pre-qualified and validated prospects and are ready to
be used by clients as potential prospects.
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6. When you start building the
database, the main focus
should be developing a targeted
database and not a large
database which cannot be
managed easily.
Here we have list out are some
ways to build a prospect
database:
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7. 1. Business Directories/Databases – Using simple filters you
can sort and pull out contacts based on your target
industry, SIC/ NAIC code, prospect title, geography,
company size and more.
Directories are priced mostly according to quality of source
but sometimes there are pay-per-view options available
too.
Following is the list of some good directories:
• Hoovers
• Goliath
• Manta
• OneSource
• Factiva
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8. 2. Purchased List – Lists can be readily procured through
vendors or list brokers. It is highly advisable to beware
of brokers who sell junk database containing bulk
records.
Consider following points before hiring any vendor:
 - Whether the list is targeted enough
• - Clear information about buyers, influencers and decision
makers
• - If the list is current enough – up to date
• - Verification process followed while creating the database
• - Replacement policy of incorrect contacts
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9. 3. Events – Successful promotion of events at the right location in
presence of target based prospects increases the chance of
reaching out to more and more potential prospects.
4. Newsletters – Properly and attractively composed newsletters
results in increasing number of subscriptions thereby fetches
more prospects.
5. Opt-in Forms – Sign-up forms for blog can be a very good
means of building opt-in email list.
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10. 6. Website lead intelligence – Automation tools available in the
market helps in analyzing traffic and determining web
visitors. Prospective companies and contacts can be filtered
out in this process.
7. Referrals – It is one of the best ways in finding new prospects
using some rewarding techniques. The referral system is
more reliable than any other practices.
8. In-house research and database development – In-house
research and list development can be a costly affair but
guarantees tailor made prospect list keeping in mind
targeted requirements of sales.
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11. Targeted prospect database breeds the process of
achieving targeted marketing. Most database marketing
campaigns are highly dependent on the quality of marketing
lists.
It also helps in segmentation of contacts in various
categories based on the user input and helps in removal of
any unwanted contacts thereby cleaning up database
simultaneously.
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12. Database should be designed in such a way that we can organize
data through proper segmentation. All data fields should be defined
properly.
Database is generally managed with the help of software such as
MS Excel, CRM, marketing automations software, lead
management software etc.
Database should be validated, cleansed, protected and updated
every quarter to maintain quality.
The process of flagging records instead of deleting saves lots of
money in the future. Unique reference numbers can be added to
records to track them easily and efficiently.
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13. • Without an accurate list of prospects, sales efforts become
cumbersome, laborious and inefficient. Good lists precede a
sales team’s maximum prospecting efficiency, while, bad
lists waste time and frustrate salespeople. An accurate list of
prospects becomes a critical component in effective sales
cycles.
• Need help feeling your sales pipeline?
• Contact aMarketForce to learn more about our B2B inside
sales services and the other ways we can support your sales
and marketing teams.
• for B2B inside sales and integrated marketing services.
•
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14. aMarketForce
888 Saratoga Avenue, Suite 203
San Jose, CA 95129
USA
+1 (408) 342-1700
info@amarketforce.com
www.amarketforce.com
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