Top performers get access to their target markets a greater percentage of the time because they typically do the detective work necessary to get the list that nobody else has. This creates an environment where they get less buying resistance from their prospects and as a result, are able to set more appointments. List development is a process not an event. Here are some other resources that you may use to continue to build your list that our top performers used.

1. Referrals
1. Internal—service representatives, other departments
2. External—form existing clients

2. Networking Events
1. Chamber events
2. Trade shows
3. Industry Association
4. Chamber Lists
5. Trade Show Exhibitor list

3. CRM
1. Current database
2. Lost deals
3. Old leads

4. Internet
1. Company Websites
2. Association Websites
3. LinkedIn
4. ZoomInfo
5. Hoovers
6. BigList

5. Business Publications and Trade Periodicals

6. Business Partners
1. Who are the influence centers of your prospective customers?
2. Who are the customers of your prospects?

7. Personal Circle of Influence