In today’s digital world, prospect generation is a unique technique to be incorporated in every marketing strategy as this is the major step towards building the awareness among prospects about your product or services.

1. Prospect
Generation
Vineetha Shetty
Head of Sales & Marketing

2. Who is a Prospect ?
A prospect is the one who is qualified or
determined by the company to fit into their
target market and has not yet shown interest
for your product.

3. What is Prospect Generation?
Prospect generation is a process of fetching
the information ex. Phone number, email id's
of the prospects and nurturing them to
become a lead through activities like cold
emailing, cold calling etc.

4. Why is it Important?
• Prospect Generation helps to mine out the
relevant leads from the crowd – and on
sustaining these leads will transform them into
clients and thus expanding the revenue.
• With the abundance of information in the web,
cold calling to the prospects irrelevant to your
business will shift the focus of sales team from
closing leads to pushing prospects much to their
inconvenience, that are not interested in the
product or service you are offering.

5. Prospect Development
Prospect Development is the process where
the lists of prospects acquired through all
means of prospect generation is refined to
increase the sales performance by identifying
and nurturing the qualified prospects.

6. Prospect development focuses on:
• Qualified prospects
• Generate qualified leads to bring in more
sales leads
• Increase ROI

7. Prospect Generation tactics
• For any business to be introduced to a large
audience irrespective of the business being
B2B or B2C needs a large, highly targeted
and responsive email list without following
the odds of buying the list.

8. Email List can be built using:
• Prospect generation software
• Webinars/seminars
• Referrals
• Guest Blogging
• Trade Shows/Conferences
• E-books

9. Prospect Generation Software
To build an email list quicker prospect
generation software is an ultimate choice.
Utilizing this software one can find
prospects full name, business type,
location, contact email and phone
number.

10. AeroLeads is one such software. AeroLeads
also supports company search to find all the
contact details of the company along with
the people working in that company. With
the contact details, one can sell their
products and services to these potential
prospects.

11. Chrome Extension
On installing the AeroLeads chrome
extension it is easier to look for relevant
prospects by running the search directly from
the browser. One can also search for
prospects through google.

12. Other software’s include:
• Salesloft
• Sell Hack
• InsideSales
• Netprospex
• Spiderbook
• Findanyemail
• Sales intelligence

13. Webinars/Seminars
This is the second best option as the webinar
or seminar invitation keeps the persuasive
offer before the user that makes them
believe that they are going to lose out on
something valuable for their business if they
don’t sign up.

14. Referrals
Referral generation is a secret weapon for
prospect generation. Referrals by your
existing customers can be huge advantage in
generating more prospects.

15. Guest Blogging
To make sales, the first step is to tell the world
that your business exists and how it can take
care of the issues your target market is
confronting. A quality post on some of the
top blogs sites will declare the presence of
your image to the world and influence the
prospects to know more about you.

16. Trade Shows
The largest expenditure of the B2B market
goes into trade shows with an expectation of
turning prospects into leads and leads into
sales. Trade shows can be effective in both
ways.

17. Trade Shows
Generating new prospects and leads and
also closing sales with the current leads. It
gives an opportunity to get in touch with
many industry leaders and a ray of hope
towards turning your target company your
potential customers.

18. eBooks
No matter how many subscribe opportunities
you lend to user it’s unlikely they would
accept any and give away their email address
if they don’t find it valuable. Offering ebooks
related to the business you are in and that
which contains information your target
market is in need of is a huge bait to double
the subscribers.

19. “Success in sales is the
result of discipline,
dedication and sacrifice”.

20. Thank you