Quality prospecting in B2B-sales - Prospecting Manual
Laihosola, Jukka (2021)
Laihosola, Jukka
2021
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202104074357
https://urn.fi/URN:NBN:fi:amk-202104074357
Tiivistelmä
The goal of this thesis is to produce a prospecting manual. The author´s employer will use
the guide for training purposes to get more high-quality clients in B2B-sales. The manual
will answer 3 questions:
1. Where to find new potential clients?
2. How to qualify leads?
3. What are the best ways to contact possible novel clients?
This is going to be a practice-based thesis. The author did the work as an assignment for
an international B2B-sales organization. The training manual and thesis are written in English because it´s the corporate language of the company.
The theoretical framework will define the essential terms used in prospecting. For example,
theory section will clarify the act of “qualifying”. This part of the thesis will also explain the
importance of discovering the ideal customer profile. In addition, the theory chapter introduces the different stages of prospecting. This starts with finding good leads and ends with
making an appointment with a qualified, potential new client.
The production section of the thesis will describe the project plan, timetable, means of obtainment and the actual production process, as it lays itself out over time. The discussion
section part will evaluate the thesis process and reflect the author´s own learning during
the thesis work. There will also be suggestions for further research and development.
As a result of this thesis the writer created a prospecting manual, which is useful for training purposes in a B2B-sales organization. The guide helps to find good leads, qualify, and
set an appointment with them.
The author made work between October 2020 – March 2021.
the guide for training purposes to get more high-quality clients in B2B-sales. The manual
will answer 3 questions:
1. Where to find new potential clients?
2. How to qualify leads?
3. What are the best ways to contact possible novel clients?
This is going to be a practice-based thesis. The author did the work as an assignment for
an international B2B-sales organization. The training manual and thesis are written in English because it´s the corporate language of the company.
The theoretical framework will define the essential terms used in prospecting. For example,
theory section will clarify the act of “qualifying”. This part of the thesis will also explain the
importance of discovering the ideal customer profile. In addition, the theory chapter introduces the different stages of prospecting. This starts with finding good leads and ends with
making an appointment with a qualified, potential new client.
The production section of the thesis will describe the project plan, timetable, means of obtainment and the actual production process, as it lays itself out over time. The discussion
section part will evaluate the thesis process and reflect the author´s own learning during
the thesis work. There will also be suggestions for further research and development.
As a result of this thesis the writer created a prospecting manual, which is useful for training purposes in a B2B-sales organization. The guide helps to find good leads, qualify, and
set an appointment with them.
The author made work between October 2020 – March 2021.