Catalytic Management Consulting
Accelerating Growth, Driving Performance

Use Multiple Sources to Research Sales Prospects

Finding valuable information about banking prospects is easy. Shelley F. Hall, Principal, Managing Director of Catalytic Management LLC (Boston, MA) offers these ideas:

  • Local newspapers and magazines will give you valuable information about…
    • What businesses may be expanding or buying new space
    • What new contracts they may have won
    • What civic organizations prospects may support
    • TIP: Don’t forget to check for statewide publications that may focus on business or have a business section.
  • The Internet is an important source of information. Here are some examples:

    • Industry associations have publications and websites that can provide great market and competitor information.
    • Many larger Chambers of Commerce have databases that members may access that will give you number of employees and revenue.
    • LinkedIn can help you learn about a company’s management team. Also, use LinkedIn to determine if you have contacts in common who would give you a recommendation or referral.
  • Hoovers and/or Dunn & Bradstreet are excellent resources for serious business intelligence. Both are subscription-based services. “I would bet that your Commercial officers have a subscription and could provide shared access to you as a Branch Manager,” Hall says. “Hoovers, Dunn & Bradstreet and others like OneSource provide in-depth information including financial position, financial analysis, market data and other critical intelligence if your prospect is a larger, public company.”

 

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