Why rent or buy when you can build B2B sales leads lists in minutes?

It is quite natural for any company to think that buying/renting B2B sales leads lists is the easiest way to jumpstart marketing campaigns. The attractive ads posted by list vendors, claiming millions of targeted business leads, etc. further tempt the companies  to buy/rent readily-available lead lists and eventually end up spending thousands of dollars.

Of course, it is the easiest way. But how effective are such lists?

  • A majority of the B2B lists sold by list vendors are built based on their existing databases and are not always up to date. People change jobs and subsequently responsibilities also change. So chances are high that you are spending your marketing dollars on old, outdated lists.
  • In addition, your competitor can also purchase the same list and therefore you lose your exclusivity as well.
  • Most of the contacts available in purchased lists are just suspects and not prospects.

Despite spending a large part of their marketing budget on purchasing B2B sales leads lists, a lot of sales & marketing pros are still frustrated because they are not able to:

  • Find targeted prospects in niche markets
  • Find the right decision makers and their contact information
  • Close more sales and improve ROI

If you are someone in a similar position, you are not alone.

We have a solution for you.

LeadGrabber Pro is a B2B lead generation software that addresses all the above challenges and helps you build targeted B2B sales leads lists in just a few minutes.

You can build "fresh B2B sales leads lists" based on your targeted:

  • Industry
  • Job Title
  • Geography
  • Company Size
  • Revenue

LeadGrabber Pro helps you to find and reach your prospects quickly.

Why pay for suspects when you can build a list of ready-to-buy prospects?

Try LeadGrabber Pro today!

 

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LinkedIn alone is “NOT” enough for Sales Prospecting

I am sure lot of sales professionals try using LinkedIn for social prospecting and selling. We have numerous articles, white papers, posts and literature that emphasize on how you can use LinkedIn as an effective selling platform. However there are some golden rules you must follow to be able to identify, engage and follow up with your prospects for quality pipelines and improved conversions.

Here is a quick 5 point guide that will help business development professionals in achieving this

  • Build a prospect list that your competitors do not have. For all that you know, you may be the first  and or only one to contact them
  • Always try and contact the decision maker directly rather than having to go through silos
  • Use a mix of traditional and contemporary sales prospecting techniques such as cold calls, emails, and other social networks
  • Tailor make the message for each prospect after a thorough research
  • Plan and implement a prospect follow up calendar

Well on the surface, these may appear to be very plain and simple. As you dig deep you will realize that each one is important in its own way. Let me touch upon each of these points in a little more detail.

Building Exclusive Lists- With platforms like LinkedIn offering you multiple search criteria, you can always play around to identify prospects that do not fall into the "OFTEN CONTACTED ” category. You can refine your search based on a multitude of criteria such as titles (special titles), location (suburbs), and industry verticals and so on.

Reaching Decision Makers – With the ever growing popularity of social networks, especially, LinkedIn, you now have almost full information about the decision maker. Their LinkedIn profiles should give you some insights on how you can position yourself.

You can try and engage them on LinkedIn through the direct messaging feature or contact them over business email.

Use Social platforms- You should try investing more time in researching your prospects. Apart from LinkedIn, you should leverage social media to know more about your prospect. It helps to study their blogs, website, twitter, face book and other social profiles and engage with them. Well calling or cold emailing is still not a dead method. However social networks are certainly better starting points.

Messaging – You will be able to tailor make your message better when you have a 360 degree of your prospect. My famous method is always to compliment the decision maker on a recent achievement. It shows you really want to engage with them. I believe and advocate the fact that effective prospect research is the first start point for sales dialogue.

Follow Up – Most prospects go cold because sales professionals fail to follow up enough. A recent study showed that around 30% conversions happened on the 15th contact. You need to have a calendar in place and follow up till you get an answer. It is either a YES or a NO. It cannot be anything else.

Tibor Shanto and Clinton Rozario are going to share with you more innovative techniques on effective lead generation and prospect follow up. I am excited about this webinar which is scheduled on April 16th, 2015 at 10 am PST. This webinar is a quick guide for effective sales prospecting and MUST attend for every aspiring sales professional

Join them NOW!!!

Ask for Personalized Demo of our Social Prospecting Tools

Prospecting at Business Events – A Three Phase Approach

Business Events are great platforms to foster new relations and nurture the existing ones. Leverage them effectively.

One of the key components of the Annual Marketing Budget of any organization is participation in business events. Tradeshows, exhibitions, conferences, seminars; all these fall into this category. Business events are great platforms for companies to tell the market about themselves. They present to you an opportunity to interact with your prospects (decision makers), study your competitors, establish new partnerships, meet your existing customers, compile your sales and marketing intelligence and most importantly understand the changing landscape of your target markets. Sales and Marketing professionals will, however, agree that sales prospecting at business events is the top most objective for them because that alone will result in quick revenue. The other activities are important mainly from a branding and relationship management perspective.

Business events can be revenue aggregators, if planned and executed properly. However the flip side is the costs associated; Exhibiting / Sponsor costs, collateral costs, travel and accommodation costs and much more.  This actually means that your participation in any event is fruitful only, if you are able to create a healthy prospect funnel out of every event that you plan to attend, which will result in improved ROI.

Here is a three phase approach that is recommended for every professional who wants to make the best out of any business event

Prospecting Before the Event

"The Key is to build B2B Contact Lists"

One of the key things for any business development professional is, to have a calendar filled with appointments with your prospects. Every event will have a dedicated portal, active for a few months, before the event where in the list of participating companies will be made available. You must build the entire B2B contact list and identify the "MUST MEET" companies at the event. If you are lucky, you may also find the names of the representatives of those companies. If you notice that the representative is the decision maker you wish to meet, you will need to make an appointment via email or phone. That way you have fortified a sales prospecting opportunity. In case you only have the company's name, you can use LinkedIn to identify the decision maker within that company. You can check with the decision maker if you can have a meeting at the event or ask for reference for the meeting with the representative. Read my blog on Engaging C Level decision makers on LinkedIn

Another important step is to run a campaign to all your prospects informing them about your presence. You need to tell them your location and invite them to meet you. Email marketing, tele- calling, banner advertisements and so on could be some techniques. Another method is to direct message your decision makers on LinkedIn.

Prospecting During the Event

"The Key is Prospect Research"

The major challenge during the event is that the time to speak to your decision maker / prospect is extremely limited. More often than not, you will find people waiting outside the booth for you to finish the meeting. After all, no one would want to let go off such an opportunity. One of the key things that will make your meetings more meaningful is when you so a thorough prospect research well in advance. You need to equip yourself with as much information as possible about your decision maker before the meeting. To put it simply, you must have a 360 degree view of your prospect. It would be a very good idea to start the meeting saying “Hey, I read your blog post on managing sales pipeline. I think it was pretty impressive; I second the point where you spoke about targeted lead generation. I am here to talk to you about this. My software actually eases the process of lead gen and helps you in targeted prospecting”. For tips on knowing more about your prospects, Read my blog on Effective Prospect Research

Post Event

"The Key is Planned Follow Up"

Lot of sales professionals do an extremely good job in generating warm leads during the events. However the percentage of conversion is usually not as expected. One of the primary reasons is insufficient follow up. You need to understand that even for your prospect; the excitement pertaining to the event fades away once he is back to work. It is your job to remind your prospect of what was discussed and move things forward. It is very unlikely that your prospect will come back to you saying “Hey, nice to meet you during the XYZ event, I wish to purchase your software. Here is the purchase order”.

This will not happen. You need to follow up with your prospects. Another aspect of sales prospecting is touching base with those prospects that you never got to meet during the event. Most of the trade shows make directories available to you (some of them charge you, worth the spend). Buy one such directory and contact the other prospects whom you have never got to meet. Email or call them and refer the event as a talking point, “Hey I was there at the XYZ event, but could not catch up with you, I think you would be interested in learning about our unique social prospecting tool, can we talk?”. View our webinar on Prospect Follow Up

The Smart Way

We have a sales prospecting software called Account-Researcher which eases the whole process of prospecting for events that you attend. Our tool helps you in getting the list of emails and phone numbers of your prospects. By generating such lists, you can easily set up prior appointments over email or phone campaigns. Moreover, it gets you the 360 degree view of our prospect, their website, social presence, LinkedIn information etc which you can use to strike our conversations with your prospects. Post the event, you can use the same tool to build the B2B contact lists of other prospects whom you may have missed meeting during the event. 

Try the Tool

Ask me for a personalized Demo

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How I won at SaaS Outbound Prospecting (and How to make it work for you)

This guest post is by Jonathan Wang – Lead Generation Expert at Badgeville.

First, a quick intro. I work at Badgeville. We are a leader in the gamification industry. Our SaaS solution increases the engagement and performance from clients and employees in the organization, enhancing the sales productivity.

I prefer Outbound Prospecting in my strategy, because Outbound enables me to move that fast and reach my prospects before close competition gets there.

In Outbound, I have a small window to get things right. Over time, I have developed a few must-follow rules that I always stick with:

  1. Make sure your e-mail messages are short because they are often read on a mobile device. It’s important to get to the point right away.
     
  2. Set up a Google News Alert of your prospective company, so you will receive any updated articles written about that company. Use this information to provide reference in the call or message to show that you did your research.
     
  3. You already know your targeted buyer persona.  I often find that the targets are more important than the messaging and calling, and you will need to spend more time than just looking to make sure the Title and Company are right. Truly look into your ideal target profile and examine whether or not the prospects fit as close as possible.  Otherwise it’s just wasted energy.

In my case, no company has a “Gamification Expert” to whom we can pitch our services to. So, I build a very targeted prospect list and then I research in that list to find out which people to really go after.

As easy as it may sound, building that starter list, is a time consuming process if done manually. So let the automated eGrabber software take care of that list building process and then research that targeted list when it’s done.

Hope these 3 tips help!

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Flyn shares a simple trick to improve sales conversions

Flyn’s Technique on LinkedIn® Saved Search + eGrabber’s Account-Researcher

A Killer Combination for Improved Sales Conversions

In a recent interview with eGrabber social selling academy, Flyn Penoyer has spoken about how over the so many years he has trained thousands of sales professionals about cold calling, lead generation and prospecting techniques. His techniques have always resulted in a triple digital growth in just a few weeks (285% in 3 weeks is the latest number for record). He now shares with us on how a simple thing like LinkedIn saved search can help you in improved sales conversions.

LinkedIn® indisputably is the one of the largest databank of C level decision makers and an ideal environment for B2B prospecting. It lets you search for your target prospects based on a multitude of search criteria such as title, industry, company size and other demographics. Sales professionals today have the flexibility of using several combinations of their search and build multiple sets / categories of prospect lists.

While this is a good feature, what makes it better is when you use the saved search feature. The Saved Search Feature in LinkedIn® sends matching profiles to your email inbox on a periodic basis. It's like having lead-gen on automatic!

Look at the simple 3 step illustration below and you will know what we mean.

Step-1: Search for your target prospects

Let us try and search for “Lead Generation Director”. Select your preferences based on title, location and other demographics.

how to generate leads everyday with linkedin

   

Step-2: Click Save search of your results page

LinkedIn® will display the results based on search criteria. Click on Save search in the top right of your results page. You will find it next to the settings icon.

how to generate leads everyday with linkedin

Step-3: Provide necessary input and save the search result

Give a name to your search. Set your preferences on how often you would like to receive email alerts pertaining to this search and save the search. Now the search is saved with the given name and LinkedIn® starts sending people’s profiles matching that search criteria to your mailbox.

how to generate leads everyday with linkedin

 

Start prospecting using eGrabber’s Account-Researcher

As soon as you receive search peoples profiles in your mailbox, use Account-Researcher tool and capture their business email address and phone number. Start reaching your decision makers on their business email and phone and kick start your business with them.

LinkedIn Prospecting Tool

Follow this simple method and improve your sales conversions. Happy Selling!!

Read Flyn's Interview

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Buy Account-Researcher

Ask for a Demo

 

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