Developing the long list of prospect isn’t the end of your prospecting, and having a long list of potential prospects doesn’t mean that you’ll automatically call on each of them. You’ll be using this list to dig more deeply and collect information about each of the companies and the attributes that link your brand to that company and the individuals who work there. Whether you have a huge staff and three assistants or you’re running the show single-handedly, you can’t make excuses