This post is about an interesting place you can look for “suspects” when you are prospecting.
This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists.
I’ve seen the scenario umpteen times. A rep has a quota to make and feels under-the-gun. The first place they go for a “suspect”/”lead” list is Linkedin or another third-party list (InsideView, Zoominfo etc. etc.) Where they don’t go is their company’s own CRM.
This is odd because the people in your CRM have presumably had some thought put into selecting them. Someone at your firm may even once have talked to those people.
Go dumpster diving
Frequently your company has a nice big (or huge) list of accounts in your CRM, often tens of thousands. But often the CRM is as organized as a child’s bedroom (i.e. with my kids, it’s a mess!)
But in this