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Sales training and coaching · Prospecting and meeting-booking practice

Build a list of thirty to fifty named prospects before you pick up the phone.

A local prospect list sprint builds a clean target list for one town and one type of business, with a named decision maker and a recorded source for each. You search Maps and directories, verify each entry by phone or website, and finish with thirty to fifty rows in your CRM. It takes a few focused sessions across a week.

Tell us what you needor call +91 80958 58589

Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Editorial illustration for Prospect research and list development

In one paragraph

A local prospect list sprint builds a clean target list for one town and one type of business, with a named decision maker and a recorded source for each. You search Maps and directories, verify each entry by phone or website, and finish with thirty to fifty rows in your CRM. It takes a few focused sessions across a week.

A solar installer in Nashik wants commercial customers and has a notebook of about fifteen names that came from the owner's memory. On Monday morning the rep types 'cold storage Nashik' into Google Maps, then 'engineering works Ambad MIDC', then the same into JustDial, and by Wednesday has sixty raw rows. Twenty-two of them are duplicates, nine have closed down, and only fourteen carry a name beyond 'The Manager'.

This is what the sprint is for. It fixes one town and one business type, taken from your persona, and ends with a list a rep can start on tomorrow. It does not end with a spreadsheet of every unit in the district.

The sales head sets the brief and approves the final list. A rep does the searching, because they need to see the businesses to talk about them. The owner reads the top ten names and says which ones they already know, which matters more than it sounds, because a warm introduction beats a cold call.

It comes after the good fit test, which tells you what to search for, and before the research brief and the first message. The list is only as good as its source column.

Where this sits

Topic 2 of 8 in sales training and coaching: prospecting and meeting-booking practice. Drills for finding good-fit prospects and getting meetings. Distinct from the sales-process sourcing and prospect-list pages: these are practice routines.

If you want this done for you

Your team spends the morning finding numbers instead of calling them.

Read the prospect research and list development page

The work

What this is actually like.

  • “A name beats a department”

    Calling 'the purchase department' reaches a gate. Calling Mr Patil, who the website lists as works head, reaches a person. If you cannot find a name in two searches, mark the row as unnamed and phone the reception once to ask who handles it.

  • “Duplicates hide in different spellings”

    The same factory appears as Shree Ganesh Engg, Sri Ganesh Engineering and Ganesh Engineering Works. Sort by phone number first, then by area. Merge the rows and keep the source of each so you know which directory is reliable.

  • “Directory data is old data”

    Business directories are updated when somebody pays or complains. Treat every phone number from a directory as unverified until a call is answered or a message is delivered. Mark verified, tried or dead in a status column, and the list improves each time you use it.

  • “Business contact is not blanket permission”

    A number found in a directory was published for enquiries about that business. Using it for a pitch is a different matter, and data protection and calling rules apply. Rules differ by state and change, so check with your own lawyer before building a large automated outreach.

What we do

What you end up with.

The documents this topic produces, what each one is for, and how you know it is finished.

  1. The search brief

    One line: the business type, the town or area, and the persona's job title. For example, restaurants with more than one outlet in Indiranagar, owner or operations head.

    Result: Finished when two reps given the brief would search the same four places.

  2. The raw list

    Every business found, with the search term and place it came from. Do not clean as you go.

    Result: Finished when the list holds at least double your target number of rows.

  3. The named contact sheet

    Company, person, role, phone, email, and a source column stating where each detail was found and on what date.

    Result: Finished when every row has a source and a person, or an unnamed flag.

  4. The clean list in the CRM

    Thirty to fifty rows imported with status, owner of the account, and the fit score from the good fit test.

    Result: Finished when the sales head has opened the list and approved it in writing.

  5. The yield note

    How many hours it took, how many rows survived verification, and which source gave the best rows.

    Result: Finished when you can quote hours per verified prospect for the next sprint.

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

Your brief

Tell us what you need, and we will read it before we call.

Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.

Tell us what you needor call +91 80958 58589

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Is thirty to fifty enough?
For one rep for one month, yes. A longer list tempts reps to send a thin message to everyone. Better to work thirty names well and build the next batch when the first is done.
Can we buy a list instead?
You can, but you are buying someone else's old data and unclear consent. Check the source and the rules with your own lawyer, and verify a sample of twenty rows by phone before relying on it.
Which directories should we use?
Google Maps first, because the listings are the freshest, then JustDial and IndiaMART where your buyers advertise, plus trade association member lists and exhibition catalogues. Use the ones your buyers use.
Who owns the list when a rep leaves?
The company, held in your CRM, not in a personal sheet or phone. Make that part of the joining letter and check it during the exit.
When is this not worth doing?
When your buyers are few and known by name, such as ten hospitals in a city. Write the ten names down and spend the time on research instead.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts. For sales work it is mostly our time, with production only where scripts, decks or CRM setup need it.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
Fixes to reply time and follow-up are the quickest to show, because the enquiries already exist. Process, CRM and training changes show as the team uses them. Each one is tracked against the baseline.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
To start, last month's enquiries in any format and time with whoever handles them. After that, access to the accounts the work touches, such as the website, Google Business Profile or CRM.

Where to go next

The work that carries this topic further.

Services

The rest of prospecting and meeting-booking practice

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Your next practical step

Tell us what you are trying to grow, and we will read it before we call.

Eight short steps, mostly taps. Skip anything you would rather answer on the call.

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