6 Proven Ways for Sales Suspecting
You might have read multiple articles on Sales Prospective guide, but this post is about Sales Suspecting. 

Yes, you heard it right! In this post, we shall explore 6 Proven Ways for sales suspecting.

Sales Suspecting vs Sales Prospecting

  • Remember that Suspect is different from Prospect and both are not same.
  • SUSPECT: is anyone and everyone in your target Market. They are more interested in the information you provide than the product or services you are selling.
  • PROSPECT: is anyone who is interested in buying or trying out your product or services.
  • In Lead qualification process, your first job is to filter out and identify the actual Prospects from the huge list of Suspects.
  • But in order to do that, you need to first have a list of Suspects database to whom you can reach out to. How do you get that? Let’s explore that…


Here are the 6 proven ways to do Sales Suspecting:

1. Buying List

  • Personally I don’t buying list from a broker, however I usually refrain from brokers who tend to share list from unauthorized ways without complying on privacy norms of respective leads.
  • However there seem to be many platforms which provide you contact lists from publically available sources like company profile pages, publically visible social media data, etc.
  • You can also get the data from the public pages, however the amount of time and effort it will take for you to get all the data for thousands of suspect list would be way too much compared to what you can pay to the list supplier or the data platforms.

2. Get referred

  • Remember that in sales, an evangelist customers is more powerful than an army of sales person. A prospect is highly likely to get converted if he is referred by someone who has used your product or services.
  • Whenever you get to talk to your customers, ask them for a referral be it a friend, past colleague or a business supplier or their own customer, etc. The list can be endless. 
  • Just ask for an introduction and rest will be taken care on auto-pilot. Depending on the type of the business you are engaged in, even one or two referral suspects should also be good enough to convert.

3. Content marketing

  • Provide Free Contents relevant to your products on multiple media. It can be on your blog, website, newsletters, etc. Do not ask anything in return from them apart from their email id where you can deliver the contents regularly or keep them posted of the updates.
  • Overtime you will accumulate a list of subscribers are your suspects who might be very likely to try your products and services.
  • Periodically try offering some compulsive offers to them so that they can try out your offerings. The ones who shows some interest or hits your call to action button might be the ones you should get back and check out if they are serious prospects or just another suspect.

4. Social media

  • Join Social media groups related the line of business where you sell your products or the type of groups where your prospects might be present. 
  • If there are no such relevant groups available, you may create your own groups or community and try inviting few people.
  • Actively engage with the social media posts in groups where anyone might be asking for some help regarding the type of product you sell be it a usage instruction or some issue which they might be facing. Encourage more members to post their questions, which shall help you identify the usual members vs qualified suspects.
  • Make a list of those suspects and add it your CRM.

5. Conferences and trade shows

  • If your sales and marketing budget permits for travel, then buy a ticket to relevant trade shows and conferences in the line of business you are operating in.
  • For a sales person, Conferences and Trade shows are not meant just to go, checkout and come back. Instead, meet people around, talk to them, get their business cards or contacts and note it down in your CRM.

6. Conduct Webinars

  • If conference and trade show travel expenses are something which your company cannot afford to spend. Then Webinars are your next best option.
  • Subscribe to an Online Video Meeting tool like WebEx, Zoom or Microsoft Teams and get a subscription suitable to host an online meeting.
  • Run a campaign with the Topic of the Webinar, the person to be present as host or invitee and keep a registration form along with them so that people can enter their contact information to receive the invite containing Meeting link to watch it live.
  • Post the registration link in multiple social media links, message it to your contacts, your mailing list, etc and make it go viral and get the maximum number of prospect contacts.
  • I would personally avoid streaming it live on YouTube or Instagram in this case since we are looking to gather a list of suspects for our sales.
  • Do not forget to add all your suspects in your CRM tool.


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4 Sales Qualification questions to ask every lead

In any organized B2B or B2C sales team, Sales Development Representatives (SDR) are assigned the task of generating new pipeline of opportunities by qualifying the leads from their database. But most of the time, SDRs are little unsure on what kind of questions should they ask in order to qualify their leads.

In this post, let me tell you 4 important things you should check while having the first conversation with them in order to check if they are qualified to be pursued further or not.

Remember that your screening or the so called Lead Qualification is critical to the operational output of your quota carrying Sales Executives, because they should work on only the valid leads so that it increases the chances of conversion at the end.

Being in SDR team, you should also measure your KPI by taking into consideration the final conversion of the leads which you qualified earlier. Never measure your metrics only with the mass numbers of leads you qualified if the Sales Executives are not able to convert them later, wasting your organization's productive time and energy.

When you get a Lead from a database, networks, conference or through inbound channels while a customer tried reaching you or subscribed to your newsletter, you should first log them into your CRM as a best practice. It will help you organize your sales effectively.

You may checkout Toolsoncloud CRM if you are looking for a Sales CRM.

Once you add your leads, start reaching out to them via their preferred medium may be Email or Call. It is preferable to have a telephonic discussion so that you understand their context in detail.

While you probe them further for qualifying, focus on the following 4 areas:

1. Fitment of Customer Pain point against your Offering.

In the qualification call, always understand the pain point of client first. Let them speak first about their challenges which they are trying to solve instead of going big bang with a pre-recorded & rehearsed Sales presentation of your product.

Once you understand their problem, try to assess from your own understanding whether your organization is equipped with solving the challenges of the prospect. If the answer to this is "Yes", then go ahead for the next question.



2. Customer Budget

Many a times, you would find that you can solve the customer's problem, but not within the low budget of the Client. To be frank & practical, When you have a lot of leads lined up, It is unproductive for a sales team to spend too much of time and resources to convert a deal where the Customer do not have the required budget to purchase your offerings. You shall simply lose the other potentially qualified leads with budget over the ones who do not have the required funding.

It is good to acquire new customers with some lower budget in the beginning if you are looking for more business from them in future and they do have that much of wallet to give the expected scale of business later.  But the decision of how much of sales executive time should be allocated on those deals, should be taken with the joint decision of your internal sales team leaders.

Do not be hesitant to ask the budget related questions to your Client. Go ahead and explicitly ask details regarding the budget they have planned or allocated for the deal or purchase. If the budget is not worth the effort, then move on or mark the lead on low priority.


3. Timeline for Purchase

Before you pass on a lead to your Sales Executive, he should be apprised on the expected timeline of closing that deal, so that he can align the meetings and follow-up accordingly.

You can ask your lead:

  • What are the processes or steps they need to do internally to complete the purchase?
  • What is lead time for each step of the process? 
  • What kind of challenges might be expected in some stages so that the executive can proactively coordinate to solve them and take it to logical closure.


4. Stakeholders associated with the Deal.

Every purchase whether it is small or big, involves a decision maker and some associated stakeholders like influencer, gatekeepers, actual users, etc. Always ensure you know them in advance so that the Sales Executive can do some homework researching about the stakeholders in order to present a solution which works best for their context. 

When you are asking the lead for the timelines for the purchase process, you may add another question on who shall be the decision maker or stakeholders involved in each stage of the purchase process.


Disclaimer: Funny Images sourced from Multiple Internet sources, No copyright claimed


I hope you liked reading this post, do comment below and let me know your thoughts.

If you are looking for a Sales CRM to manage your sales leads, why don't you check out ToolsonCloud CRM?