The "Book of Lists" plays a significant role in profiling potential targets. It is an annual publication by local business journals that contains business and contact information. This makes it a valuable resource for identifying and understanding potential targets for new business. It provides a comprehensive list of companies, which can be used to create a target account list. This information can be used to understand the market, identify potential leads, and strategize sales efforts.
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Do you find that most of your sales efforts go to waste? Understand the top reasons why people fail to generate new sales and become a true sales hunt...
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This exercise initiates the process of creating a target account list. Some other sources to consider when searching for companies to pursue include local business journals published by American Cities Business Journals. These local business journals often put out a "Book of Lists" annually with business and contact information and are a great source of information for profiling potential targets. Hoovers is also a go-to database for online, up-to-date company information. Also, don't discount old-fashioned trade shows or industry associations as part of your search for finding new business and staying up to date.
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