The single most important yet forgotten step in developing a sales prospecting campaign is market intelligence. Your resources are optimized when you have a well-qualified prospect list. Imagine you own a roofing company looking to generate leads. A typical costly prospecting campaign would involve calling or mailing home owners to determine if there is a need for roof repair.

A more effective approach may be to use services such as Geosemble Technologies Inc. based in El Segundo, CA. The company utilizes high tech and satellite imagery to locate swimming pools, roofs in need of repair, cracked driveways, etc. which is crossed referenced with city data to create highly target leads. Before you embark on any prospecting campaign, make sure you perform some form of market intelligence to improve your results.