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 Topline and Bottomline in Sales?
Hey friends, If you recently took up a role in Sales, then you would have frequently heard the two terms Topline and Bottomline from your executive level bosses. If you want know what are those, you have come to the right place.

These two Business Jargons have simpler meaning than they appear to be. Let me tell you what do they mean.

In any business, while you are doing sales, you would make revenue by selling something. Obviously, Once you sell the products or services, you cannot keep the whole revenue with yourself or organization. Major chunk of that revenue goes towards meeting the cost of making the product, income taxes, hr and administration costs involved in managing staff, etc. After deducting all these operating expenses and taxes, what we are left with is the net profit or net income which we can keep which belongs to shareholders and if they wish to, can be invested further into the business.

In this case, the revenue which you generate on making sales is called Topline and the net profit or net income which you generated after deducting all operating expenses and taxes from the revenue is what is known as Bottomline.

Whenever business executives discuss their financials, they monitor these two numbers very closely. Increasing Topline is one of the priority for them to increase the organization growth. However, with this they cannot ignore Bottomline growth because, if they are not left with enough cash after selling products and services, the business cannot survive for long and is not sustainable for long. 

Hence both the metrics should be monitored together since both go hand in hand for a sustainable growth of business.
What is RFI, RFP and RFQ in B2B Sales
Often, Sales Professionals in B2B Direct Sales would come across these 3 important sales terminologies.

1. RFI
2. RFP
3. RFQ



In this post, Let’s go through each of these sales terms.

1. RFI

RFI is the first step in B2B purchase step. This acronym stands for “Request for Information”. As the name suggests, the client who is looking for purchasing a solution is looking for some information from the vendors. Usually, Purchaser would float a “Request for Information” from the available vendors when it is new in that particular product’s market. For. e.g. A company might be looking for a solution for improving sales productivity but might be lacking much information in that area or domain. So they would seek RFI from multiple vendors seeking information on the available solutions and problems those solutions can tackle.


2. RFP

RFP is ideally the next step after RFI. This acronym stands for “Request for Proposal”. In this step, the client who is looking for purchasing a solution floats a RFP from vendors asking them to propose for a solution to the problems of the vendor. In this, the purchaser usually mentions specific problems which it is facing and would like to have an answer or solution to those specific problems. For E.g. A company might be looking for CRM solution, but it might be specifically interested in solving its problem of managing customer contacts. In that case, the buyer would be specifically interested in getting proposal for vendors for solving the problem of managing or organizing customer contacts. In this step, sometimes buyer also expects a high level overview of the cost for the proposed solution from the vendor. 


3. RFQ

RFQ is ideally the next step after RFP provided the purchaser doesn’t mix it up in the RFP stage. RFQ stands for “Request for Quotation”. If the purchaser had not asked for detailed costs for each solution item in RFP stage, then they would float a request for quotation asking the vendors to provide detailed cost structure for their proposed solution. Sometimes, purchasers who are directly looking for a list of goods with certain predefined specifications instead of solutions provided by the vendors would directly jump to RFQ stage without even floating any RFP. In this case they are looking for commodity type of goods with industry standard specification rather than looking for any consulting support from vendor on these.


I hope you found the explanation of these 3 terms to be useful. Do comment below and let me know your thoughts.