Abstract: A method and computer system for managing sales prospects, spanning the entire lifecycle of sales prospecting—from the identification of a desired customer account, to the development of a relationship with the proper person(s), to a selling opportunity. Organizational roles and individual contacts are identified for each sales account, and data is tracked as the contacts are found and developed. The disclosed method includes target, find, connect and collaborate phases. The target phase includes identifying the target role at the account. In the find phase, the name of the individual occupying the target role is determined. A relationship with the individual is established in the connect phase, and the relationship is developed in the collaborate phase. Tracking tools are provided to ensure that milestones are met by sales representatives. A two-way interface to traditional CRM software is provided, where the CRM system handles selling opportunities resulting from the sales prospecting.