WHAT ARE "UNTAPPED PROSPECTS?
Untapped prospects are a) accounts and sites with the same characteristics as your best customers, but are not in your marketing database, and are therefore invisible to you, and b) unidentified key player contacts within accounts and sites you are already targeting who are in the decision-making group for your product or service. These contacts are especially significant, because they represent a segment of your market you may now believe is visible to you but in fact, is not.

HOW THE STAUTS QUO CREATES BLIND SPOTS
Many marketing and sales techniques in use today practically assure that your company is overlooking major parts of your available market, missing viable prospects in the part of the market you are actively targeting.

DATABASE BUILDING BY DRIVE-BY
Sales people, including those that work for channel companies, generally build market knowledge through referrals and drive-bys. A