What is the most logical next event?

How to build a highly targeted prospect list
Identify your target customers.
Your first task in building a targeted prospect list is defining exactly who you want to to target. Obviously, your target is an entity who will want to buy what you are selling.
However, identifying that person or company is somewhat more challenging. Start by looking at your current customers for the product or service you are selling or those who have bought it in the past.