B2B lead generation - how to research targets online
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Transcript of B2B lead generation - how to research targets online
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Leads Research Guide How to find people online for business development
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First find your company
Easy steps to research your target: Google www.google.com – the biggest and best
– use them. Find the home URL; go read the company website.
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Be devious
• Click through beyond the first page of results for best detail
• Places I’ve found great contact information – Press releases – Newspaper articles – White paper authors – We’re hiring link pages – News page (often names directors)
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Go to the Company site
• www.charlesrussell.co.uk • You need to know the name of the person to
find them in the directory • Does not allow searching using job title • Can search for legal area of expertise but
corporate officers are excluded (CEO, CFO, CMO)
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Hoovers
Hoovers www.hoovers.com partly free / partly paid for company information
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Dun and Bradstreet
• Dun and Bradstreet www.dnb.com paid for company information and credit checks
• Best for listed, public companies and large organisations
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Now drill down to the people
• Finding the right person – start at the top. • Hoovers gives top executives’ names free
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Check other people-related sites
Top 3 sites for personal contact information • Linked In – www.linkedin.com • Zoom Info – www.zoominfo.com • Jigsaw – www.jigsaw.com All have free and paid-for options.
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Compare free information
• Jigsaw vs ZoomInfo for Charles Russell LLP
Jigsaw: 197 people listed And verified.
ZoomInfo: 76 people Listed and verified
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Finding the right person
• Jigsaw has 4 marketing people listed
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Director of Marketing
• Jigsaw Contact details published... get more detail with paid-for addon
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Jigsaw’s “free” points system
• You can ‘earn’ access to more detailed information by participating in Jigsaw’s reward program.
• If you update records or provide access to your contact database, you earn points which can be redeemed against access to more info.
• Or – you can buy a subscription
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ZoomInfo’s “CE” Account
• ZoomInfo offers access to some data in exchange for checking / updating information through their Community Edition
• Contact details
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Don’t forget Linked In
• If you are a ‘connected’ person on Linked In – you may have the best luck working within their Companies tab.
• But I wasn’t connected to the right people to get directly to the Marketing Director – I found as a possible intermediary.
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Linked In premium
• Like the others, there’s a paid-for option that gives you opportunity to send unsolicited email (in-mail) and gain access to people beyond your circle.
• Premium features – Function – Seniority – Email
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Finding Daryl
• So, we found his name on both Jigsaw and ZoomInfo
• Then, refer back to corporate site for details
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To conclude
• Use free resources first – be devious • Get the 30 day free trial offers & test, test, test • Find out which of the paid-for services gives
the best results for your business / market / target audience
• Sign up and you’re away!
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Get in touch
• Have a free 20 minute phone briefing with us – Tell us about your situation – Ask questions – Get quick advice