The New Rules of Data

Remember the “good ‘ole days” of clawing and scratching for every single business card you could get your hands on and manually entering them into a spreadsheet?  We knew then the power of a business network, and the necessity of building a strong database. The good news was that there was a high probability that the information you just acquired was 100% accurate.

Big Data or Bad Data?So what about today?  We have more opportunities to “find” prospective clients and candidates than ever before, which can lead to a little data overload.  Not only that, there is a great deal of outdated contact information that lives perpetually on the Internet.  The good news is that technology has grown with us and we no longer need to feed our CRM dead or decaying information.

It seems everyone is jumping on the Big Data bandwagon and stuffing their CRM with as many data points as possible.  This is a great start, but in order to capitalize on this data you need to follow 4 simple steps.

1.    Identify the best prospecting sources

This should be a recurring activity.  You can’t rely upon LinkedIn alone if you want to be the best and rise above your competition.  Trade associations, social networks, and industry forums can be great resources.  You can find less obvious sources by performing web searches for questions your prospects might search for.  You never know where the Bing, Yahoo, or Google trail might lead you.

2.    Capture your prospect’s data

This step sounds a little simple and boring, but it is important to efficiently capture the freshest data possible.  Thankfully the old days of manually typing or copy/paste are gone.  Today we have amazing tools at our disposal.  One of the best on the market is Account Researcher.  This technological gem gives you the ability to quickly identify your target prospect’s most accurate contact information available.  This way when you upload to your CRM or ATS you can skip the authentication step in the process saving you time to begin your outreach.

3.    Authenticate your data

If you’re not capturing your data with a real time tool such as Account Researcher, this is an important step.   Having another contact in your CRM is worthless if you have inactive email addresses and phone numbers.  Many CRMs have social integrations that can help you authenticate information after it has been uploaded.

4.    Set up automated marketing steps

Since we all practice permission-based marketing, it all starts there.  Once in place, you’ll want to have a concise set of actions to convert that prospect into a warm lead. (There’s an entire article on this step that you’ll want to stay tuned for.)

Essentially every marketer, sales pro, and recruiter lives and dies by their database.  It’s no surprise that the biggest prospect funnels yield the greatest results.

Business has changed quite a lot with the advances in technology we’ve seen over the last few years.  The one thing that remains the same is the power of our business relationships. After all, 259 million LinkedIn users can’t be wrong.


Strategies to Generate Warm B2B Sales Leads on Social Media

Do you dive into the various social media platforms like LinkedIn, Twitter and Google+ for B2B leads?

Are you not sure how to channelize your time and efforts spent on these platforms that result in actionable warm leads?

I am going to share through a series of articles easy strategies that will generate leads from social media, you can integrate them into your marketing and lead-gen program.

Strategy 1: LinkedIn Groups

LinkedIn has been the go to place for B2B sales Leads. LinkedIn groups spread across different verticals and they bring like minded professionals together in a forum. The conversations and the ideas exchanged are very informative, there is a limitation of 50 groups you must pick and join the groups wisely.

Generate warm leads through discussions

Contribute on LinkedIn GroupsAll LinkedIn groups have an idea exchange discussion forums and they are a goldmine of leads, members of the group post their questions related to lead-gen, strategy, pipeline development and management. They also ask opinion about a service provider and call for suggestions about a service or a product.

A referral to your business on these forums is best when given by your existing customer, instead of your own sales reps, it always helps to have a handful of socially savvy customers who can vouch for you on these forums to build credibility and send warm leads to your website.

Establish Thought Leadership

Establish Thought LeadershipThe more you are active and contribute and engage meaningfully to these discussions, people from your target market would like, connect and eventually end up buying your service or product.

LinkedIn groups also highlight the top contributors for their engaging comments and lively discussions started, this enables a “Pull” strategy instead of a “Push” strategy, the highlighted section will drive traffic to your profile and engaging content will get them to connect & contact you.

So get started with meaningful conversations today and let the leads start flowing.

Similarly, have you generated leads on LinkedIn through other methods? feel free to share them in the comments below


Strategy 2… watch this blog… coming in my next post

How to generate qualified B2B sales leads from the Internet?

If your sales team does not have a steady flow of qualified B2B sales leads, then you are in trouble.

A majority of the B2B companies admit this and say that one of their toughest challenges is to generate a continuous stream of qualified B2B sales leads. What is even worse is some companies spend a lot of time and resources looking for B2B leads at the wrong places.

The Internet is one of the best sources to generate qualified B2B sales leads. Search engines, professional networking sites, business directories are rich sources to find B2B sales leads. But the challenge is, you got to manually search various websites to find your prospects and their contact information. It takes a lot of time and effort. This is where a B2B lead generation software such as LeadGrabber Pro can offer you the winning edge.  

LeadGrabber Pro helps you to generate qualified B2B sales leads from the Internet in no time. You don’t have to manually search through the Internet. All you need to do is just enter the keywords related to your target audience and click Find.

For example, if you want to generate a list of CEOs in Aerospace industry, all you need to do is:

1.    Enter ‘CEO Aerospace’ in LeadGrabber’s Keywords pane.
2.    Select the search script.
3.    Click Find.
       LeadGrabber instantly searches the Internet and displays the results in the Browser Pane.
4.    Click Grab.
       LeadGrabber extracts the name, title, company, web URL, etc. to the grid.

LeadGrabber also helps you to append missing contact information such as email address, phone number, postal address, company details, management contact information, etc.

ldgimageGrab unlimited leads for 3 days! Click here to download LeadGrabber Pro.

7 Easy Steps for Engaging B2B Prospects on LinkedIn

LinkedIn is a great tool for finding prospects for your business.  But then what?  You found someone, you might have even used AccountResearcher to get their phone number and email and reached out to them. But what if they don’t respond?  Or even if they respond, what do you do with them?

The best way I know to keep a prospect active and engaged is by keeping in touch with them on a regular basis (and by regular I mean 2x a month – not 2x a day!)   I don’t mean hounding their answering machine – but rather, stay in touch and top of mind with them by sending – sparingly – information they might find useful.  And the best way to do that is to use LinkedIn Contacts.

Staying top of mind

How to stay Top Of Mind with Top Prospects on LinkedIn

  1. Find your prospect (through LinkedIn’s Advanced Search or through AccountResearcher.)
  2. Do your research!  Read their profile, look them up on Google or use AccountResearcher to find PR about them and their company.  If you have the paid account, make copious notes in the “Notes” section of their profile (under “Relationship”.  If you have the free account you have to wait until they accept your invitation to use the Notes section – so keep your notes in a word doc of CRM if you use one.
  3. Invite a prospect to connect with you (through a group is usually the best way).
  4. Try and set up a meeting with them  - informational interviews work best.  Remember – you want to find out about them – not pitch your product or service. Make notes about that conversation right in their profile as well.
  5. Set a reminder to once a month to send an article of interest to that top prospect. 
  6. Find a blog post or article using LinkedIn’s new Influencer Article search (see below) and share it.
  7. Rinse and repeat (a few times a month)

Its not rocket science – but it sure is effective! (PS  - to learn more about LinkedIn Prospecting, check out this video) 

How to build B2B prospect lists in no time

Sending personalized emails is an essential part of B2B marketing. It helps you to reach, engage and communicate with your audience, and help build relationships with your prospects. However, to jumpstart your B2B email campaign and to be successful, you have got to have the most important ingredient – a targeted B2B prospect list that contains the name, email address and phone number of prospects/companies who want your products or services.

You can always build a B2B prospect list on your own. You have to begin with manually searching and researching on the Internet to get a targeted list of companies. After that, you need to find out the decision makers in those companies and their contact information. Well, this definitely takes a lot of time and effort.

It gets even worse if you were to build a customized list – say, a list of software companies located in North America with more than 1000 employees and revenue ranging from $100-200M. You will end up spending weeks and may have to employ more resources to build the list faster.

Another way to go about this is to buy lists from vendors. But they are quite expensive. List vendors sell the same list to everyone where you lose your competitive advantage and chances are very high that the data is outdated.

This is where a B2B list building software such as LeadGrabber Pro can be handy.

LeadGrabber Pro helps you to easily & effortlessly build ready-to-use B2B prospect lists in no time. It helps you to find prospects from real-time sources and instantly extract them to an Excel sheet,, PCRecruiter, ACT!, etc. You can build any targeted prospect list in just a few hours.

What’s more? LeadGrabber Pro also helps you to find decision makers in the companies and append their business email address and phone numbers.

Download the fully functional trial version of LeadGrabber today and try it yourself.