GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

6. Prospecting Systems Consistent prospecting is the foundation of every $1M sales rep's success. You cannot close deals you have not first discovered. Every GMS rep is expected to build and maintain a territory prospect database of 500+ qualified businesses. Prospecting Sources • ZoomInfo: Enterprise-grade B2B database for company size, revenue, decision-maker contacts, and industry filtering. • Google Maps: Free, highly effective for geographic territory mapping. Search by business category and zip code. • Chamber of Commerce Lists: Local business directories often available as member benefits — rich with decision-maker names. • LinkedIn: Ideal for identifying marketing managers, owners, and office administrators at small and mid-size businesses. • Industry Directories: Trade association member lists for dental, grocery, and real estate verticals. • Referrals: The highest-conversion source. Every closed deal should prompt a referral request.

Building Your Prospect Database Structure your database with the following fields for each prospect: • Business name and address • Primary decision-maker name and title • Phone number and email • Industry vertical and estimated annual revenue • Last contact date and next follow-up date • Current marketing activity (if known) • Estimated deal value and products of interest

Pro Tip: Dedicate the first 30 minutes of every day to adding 10 new prospects to your database. In 50 working days, you will have 500. Consistency compounds.

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