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Effective prospecting is a skill that sales professionals must practice in order to find and uncover new business opportunities. One of the resources available to assist you in this process is TECHNOLOGY. Utilizing the Internet can be perceived as overwhelming and time consuming. As a supplement to the prospecting tools introduced in our Sales Productivity workshop, we’ve compiled an on-going list of the most current and resourceful search engines and web sites.
The following list is maintained and updated by our technology specialists, also known as ‘master diggers’ on the MCA team. This list will get you started in your search for information.
If you have a resourceful site that’s not listed, tell us about it! Email
info@masterconnection.com. If you need further assistance,
contact us or call (949) 589-6137.
- Establish an objective each time you utilize the Internet for research. Select a starting and ending time.
- Type in what you're searching for by using quotes.
- Remember when using the Internet for prospecting, it's similar to using a directory. Once you've collected the data, you'll need to create your initial sales call strategy. As introduced in our
Sales Productivity
workshop, there are four-steps to uncovering new business opportunities:
- Telemarketing (Internet prospecting)
- Prospecting (Internet prospecting)
- The Initial Sales Call (the probing process)
- Presenting Solutions (the presentation process)
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Corporate Resources
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- www.superpages.com
Easiest directory to use for prospecting. Search for market segments (SMERF or
Corporate) by location. Search for building building directories by address or
street name. Building directories will include only those who advertise with
Yellow Pages or Verizon.
- www.anywho.com
AT&T's directory.
- www.bigbook.com
Same as Superpages.
- www.switchboard.com
Quick source for a phone number.
- www.yellowpages.com
Phone number search.
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