1. Communication Revolutionized Over the Past 10 Years

2. What does this mean forB2B sales prospecting? 3. Outbound Prospecting Stages1. Define ideal customer profile2. Identify target companies3. Find relevant prospects and their contact info4. Customize grabber value proposition5. Connect with the prospect6. Monitor the prospect 4. 1. Tools for Defining the Ideal Customer ProfileFind the ideal company profile Your CRM Hoovers, D&B Spreadsheet 5. 1. Tools for Defining the Ideal Customer ProfileFind the ideal person profile Your CRM Leadspace 6. 2. Tools for Identifying Target Companies Search engine Social media: Technorati, HootSuite, Twitter Search Industry-specific: PaperPundit, BuiltWith Job sites: Monster.com, CareerBuilder, Snagajob Social networks Company pages on LinkedIn, Facebook, Xing Online databases Hoovers, D&B, Data.com, DiscoverOrg 7. 2. Tools for Identifying Target CompaniesFind companies featured in competitor case studies 8. 2. Tools for Identifying Target CompaniesFind companies based on the people they are hiring 9. 2. Tools for Identifying Target CompaniesFind companies based on who follows yourcompetitors Tweets 10. 3. Find Relevant Prospects and Their Contact Info Online contact databases Data.com, NetProspex, ZoomInfo, DiscoverOrg Social networks LinkedIn Sales Navigator, BranchOut, Facebook Individual-level intelligence tools Leadspace 11. 3. Find Relevant Prospects and Their Contact InfoFind people based onwhat they do onlineand how closely theymatch existingcustomers 12. 4. Customize Grabber Value Proposition Marketing automation Marketo, HubSpot, Eloqua, Act-on Social media search LinkedIn, Twitter search, Technorati Generic search Google, Bing, Yahoo 13. 4. Customize Grabber Value PropositionFind whats on the prospects mind before you attemptcontact read her recent tweets 14. 4. Customize Grabber Value PropositionSee what content the prospect showed interest in 15. 5. Make a Connection Phone Dialers: ConnectandSell, Refractive Dialer, InsideSales Email Social networks LinkedIn, Xing, Twitter 16. 6. Monitor Prospects Alerts Google Alerts, HootSuite, Twilert Marketing automation tools Marketo, Eloqua, HubSpot Social networks LinkedIn, Facebook 17. 6. Monitor ProspectsKeep tabs on your top prospects with Google Alerts 18. 6. Monitor ProspectsGet alerts whenthere is highengagement levelwith your companyswebsite, emails andassets 19. Prospecting Tools MapWhat is my ideal target What companies should I What individuals should I profile?target?target? Whats the grabber value How do I connect with theHow do I monitor theproposition? prospect?prospect? 20. Make sure you have the right tools for the connected era 21. THANK YOU!Ran Gishrirgishri@leadspace.com @rgishriwww.leadspace.com