Prospecting
All articles in Prospecting
Prospecting
What Is a Customer Prospect? Prospect vs Lead vs Client
The full stage ladder from suspect to client, why vendors put the prospect in different places, and the record fields a prospect needs.
Last updated · 13 min read
Prospecting
Prospecting vs Lead Generation and How to Prioritize
A scored workflow for finding, ranking and contacting the right B2B prospects.
Last updated · 12 min read
Prospecting
How to Build a CEO Email List, From One CEO to Thousands
One CEO, ten CEOs and a thousand CEOs are three different jobs, with different sources, checks and legal traps.
Last updated · 13 min read
Prospecting
ZoomInfo Alternatives by Job, Exit Terms and How to Switch
Replace ZoomInfo by the job it does for you, read the exit terms first, and prove the new list before a single email goes out.
Last updated · 11 min read
Prospecting
Selling to the C-Suite: What Executives Actually Reply To
Role by role access rules, message structure, and when cold email or LinkedIn is the better route.
Last updated · 14 min read
Prospecting
Email Lists for Businesses: Buy the File or Build It
Who the owner really is on a business file, where sole traders change the legal rules, and how to build an owner list from free public registers instead of buying one.
Last updated · 14 min read
Prospecting
Foreign Trade Zone Companies List: Where the Names Are
There is no single FTZ directory. Here is where the names are published, what each record leaves out, and how to turn them into a prospect list of plants and importers.
Last updated · 11 min read
Prospecting
How to Find Importers of Your Product With Trade Data
Size the market with the HS code, take names from U.S. manifest data, and build the rest from your own buyers
Last updated · 6 min read
Prospecting
EU ETS Installations List for Industrial Prospecting
How to turn public registry data into a prospect list without mistaking compliance records for buyers.
Last updated · 13 min read
Prospecting
What Is an ICP in B2B and How to Build One That Filters
A plain definition, the components that map to real filters, and how to build one from closed deals or from a hypothesis when you have none
Last updated · 11 min read