New sales professionals are expected to do some prospecting on their own using business directories (e.g., Local directories, Yelp, etc.), social media (e.g., LinkedIn, Facebook, Alignable, etc.), Google (e.g., Maps, etc..), and other sources.
Once a sales professional succeeds to schedule some solid sales meetings with well-qualified prospects or closes a deal, we invest more on them by assigning a lead generator to help them and sends them more leads and lists of pre-qualified leads to work with. If a sales professional succeeds in closing 6 leads per month, we create and run multiple paid marketing campaigns for them.