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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What is Sales Prospecting
Any Sales Lifecycle comprises of various stages which starts with Prospecting. But very often newbie salespersons or enthusiasts asks "What exactly is Sales Prospecting?".

In this post, I would like to address those newbie and ambitious sales persons to understand what exactly is Sales Prospecting.


If you are in Sales, you would most certainly have following ways to get business:

  1. Leads from Networks.
  2. Leads from Inbound Marketing.
  3. Leads from Outbound Prospecting.


Aaron Ross, the author of Predictable Revenue mentions Outbound Prospecting to be one of the powerful weapon in your sales arsenal to achieve 10x revenue growth.

The reason for this is simple. 
  • First, Leads that you can get from your Network is limited and hence for 10x revenue growth you cannot always rely on networks for your whole business. 
  • Second, Getting Leads from Inbound Marketing takes time. You need to get your SEO right, you need to carve out a lot of contents to be absorbed by visitors before you get your first lead subscribing to your mailing list. 
Both of the above techniques are little unpredictable though they do have significance in the long future. This is the reason companies should never ignore Outbound Prospecting.

Ideally Outbound Prospecting is done by Sales Development Representatives wherein they try to find out new leads for the business. Prospecting is an act of finding or hunting for new leads. This is done by trying to contact the leads via cold calls, cold emails, etc. Sometimes this may also include calling or trying to contact the leads who went cold after some time in the past (technically, this comes under Lead Nurturing).

Contrary to the age old belief that Prospecting is a kind of tele-calling job, it has actually changed a lot in the recent years of modern Sales and Marketing. The quality of work done during Prospecting stage can truly break or make a company. This is an important determinant for the Business Development Representatives to be able to convert the deals given to them by Sales Development Representatives. If Prospecting is not done on the right customer persona and lead qualification is not done correct by the Prospecting team, it can ultimately waste months of lead nurturing time given by the Business Development Rep.

Hence Prospecting should be done very carefully.

While doing Prospecting, a Sales Development representative should clearly prepare the persona of a prospective client by preparing a checklist by acquiring data of the customer profiles acquired in the past. This can include the typical industry where the clients come from, the typical revenue which clients have, the typical budget they have for the product which you are selling, job role of the person who took the decision to buy your product, job roles of the key influencers in those deals, etc.

Once the customer profile persona is ready, the prospector should start Prospecting by trying to contact the leads in appropriately applicable ways and try to analyse if they fit in the persona. If the lead fits in, it should be advanced to the next stage of the sales process to the Business Development representative so that he can take it to closure.


Prospecting is like Going to Gym for Exercise. It should be done regularly and with adequate frequency. If you do not exercise regularly, sometimes you will feel tired, some times energized but you will never get to your ultimate objective of attaining fitness. Similarly, if you do not do Prospecting regularly, your Sales Pipeline would have inconsistent and unpredictable flow of revenue. A few months you would have a surge of leads for your Business Development reps to work on, which would become unmanageable and they would end of losing many of them. While a few months would have very less leads for your Business Development team to work on rendering them underutilized or less productive. This will also hit back in the form of inconsistent revenue flow.

Hence to keep your revenues in control, Prospecting should be done by dedicated sales development representatives and should be done regularly.

Hope you found this post useful. Do comment below and let me know your thoughts.

Checkout our other Blog Posts.

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