TOOLS THAT ORGANIZE AND PRIORITIZE
As you gather an increasing volume of information about a prospect, you need to organize it so that the key elements are easily accessible. I suggest using a Prospect Profile. This is a document that lists basic company information (e.g., address, website, CEO), followed by your detailed research data listed in bullet form and sorted to match your prospect criteria. You can also include pictures of key products, quotes from interviews, information on the company’s culture, and anything else you believe is particularly relevant about a prospect. The profile grows over time as you uncover more information.
Your Prospect Profiles serve as the basis for evaluating each prospect using your predefined criteria. This ...
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