Using Prospecting to Fill Your Pipeline

Posted by JasonB on May 6, 2010

Using Prospecting to Fill Your Pipeline
It’s easy to buy a list of prospects, but 60% of the contacts are not with the company anymore, or hold a different position within the company.  You need to ensure all of your contacts are up-to-date.

How are you going to do it? Cleanse your records.
Contact each company you’ve decided to target to identify the proper contact.
You must ensure you are talking to the actual decision maker.
You’re not looking for a job title, but the actual person that writes checks for what your company is selling. The Decision Maker. This person will be tough to identify, as they are often busy a buried behind gatekeepers.

Listen as Gateway partner, Jason Bahnak discusses how to successfully fill you company’s pipeline.