DeWese--Turning a Grazer into a Hunter

4. Suspects must be converted into prospects. Suspects are companies that you think may buy the kind of printing you produce. Prospects are companies that you know can and will buy the kind of printing that you produce. Suspects are either converted into prospects or discarded through a series of questions and information gathering. Over time, successful hunters amass huge amounts of information about their prospects. They know that he or she who controls the information controls.