A useful search produces verifiable references, not a vague list of names. Criteria, exclusions and public sources allow us to understand why a company has been identified and whether it deserves further investigation.
Search queries, criteria and exclusions
- Open the search profile and re-read the terms relevant to the product.
- Set queries and criteria that describe potentially compatible companies, avoiding too general requests.
- Add reasoned exclusions and consider deduplication against already identified records.
- Compare the returned sources with your criteria before broadening or narrowing your search.
Confirm company and public sources
- Open the candidate and check company name, website and source of the result.
- Compare the official website and public evidence, checking that they describe the same organization.
- Confirm only documented data; an industry fit does not demonstrate buying interest.
- Complete the required individual qualification before including the prospect in the commercial follow-up.
Putting this into practice
Before preparing a proposal, check the identity of the company and the relevance of the sources. If the reference is ambiguous, clarify it instead of filling in the data with assumptions.
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