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Category: B2B Lead Generation

How to re-engage your past customers and win back new prospects

How to re-engage your past customers and win back new prospects

It is natural that every year, your email marketing database degrades by about a certain percentage. The email addresses keep changing as prospects move from one company to another. Leads decay is a common factor that every marketer had to go through in their journey.

Your email marketing database gets smaller each time people change jobs. When you don’t make up for the loss, you are missing out on a great opportunity. How about you identifying your past customers who quit the job and moved to a new company? Yes, they can be your new prospects now.

Targeted sales funnel

In fact, it is easier to sell to these prospects as they are your past customers and know you already. These new prospects that you can make are people who have already worked with you. They have gained your trust and are more likely to get you inside a new account.

Identifying people who moved

To find out who quit or where they moved to, when they moved, finding their new contact information is a very hard job. No validation tools can tell your prospects to move to new jobs. LinkedIn Sales Navigator shows who moved in the past 30 days but cannot tell you who’s moved beyond 90 days. They don’t send alerts when accounts get older than 90 days. So identifying prospects who moved jobs is a very long and time-consuming process when done manually.

How about software that can scan your CRM contacts and automate all the above giving you their new contact information and company demographics.

Job-Change Finder is an exclusive software that gets

New instant leads from CRM

Job-Change Finder scans your CRM data and gives a new list of leads instantly. As the leads in your CRM are already sales and marketing qualified ones.

Boosts sales conversions

The new prospects are more approachable to purchase your products for their new company. And hence these warm leads convert at a 2-3x higher rate than normal sales leads.

Shorter sales cycle

Job-Change Finder helps you start a new conversation with the new contact information from the new company. These leads are not cold leads and they have a shorter sales or conversion cycle.

Easily reach new companies

The new prospects help you introduce to the new company in spite of all the obstacles and competition.

Expand account growth

The new prospects in the new company may move to a different department, higher job level with bigger budgets thereby expanding your reach within existing accounts.

Job-Change finder is a exclusive software used by

Business Development Representatives: Helps identify decision-makers, develop another chance to close more business, track competitions, and learn about stakeholders.

Marketing and Sales Teams: Get new trial users and inbound inquires, identify new prospects who are ready to purchase in their new organization.

Account Management: Get referrals to new divisions and regions when stakeholders move inside the company.

Renewals: Increase retention and know where your promoters are.

Each Job-Change Finder report Includes
Contact Name
Current Company
Current Title
LinkedIn Profile
Verified business Email Address
Website
Industry
Company Size
Company LinkedIn Profile

Schedule a Live Demo now to see how Job-Change Finder scans CRM and finds new prospects for you instantly.

Lead Scoring: Everything You Need To Know

Lead Scoring: Everything You Need To Know

What is lead scoring?

Lead Scoring is a method used to rank prospects against a scale that represents the perceived value each lead represents in the organization. The resulting score is used to determine which leads will engage, in order of priority.

The lead scoring methodology includes both direct and indirect data. Direct or explicit data includes data about or by the prospect. Example: Company name, industry, title, and location. Indirect data or implicit data is often derived from monitoring a prospect’s behavior such as visits, downloads, opens, and clicks.

Why do B2B marketers leverage lead scoring?

Lead scoring helps marketers analyze a prospect’s social presence and their activities on social networking sites. Lead scoring not only allows a business to customize a prospect’s buying experience but greatly improves the willingness or readiness of leads that are delivered to the sales teams for follow-up.  

Benefits of lead scoring

Increased sales and marketing effectiveness

Lead scoring helps in focusing on sending highly qualified leads to the sales team and helps one to ensure that low-valued ones are not perceived further.

While marketing teams do lead scoring, they automatically tend to concentrate more on the lead characteristics and the types of leads that matter most. This way marketing teams can effectively target leads and deliver more quality leads to the sales.

Great sales and marketing alignment

Lead scoring helps the sales and marketing teams to create goals and discuss the quality and quantity of the leads generated. This in turn strengthens the relationship between them.

Increased ROI

A highly qualified lead converts to a sale much faster than a lead with a lower lead score. This conversion leads to an increase in revenue.

Elements of lead scoring

Every organization will have a different lead scoring model for assigning points. Let us divide each element into different phases and discuss the basic and essential elements here…

1. Pre demo research of prospect

The first phase of the lead scoring process will contain demographic and company information. Some of the examples include Contact/company/email/phone, Level, Title, # of connections, # years in B2B sales, # years in email marketing, LI groups they belong to, EMP size, Type, Industry, and specialties.

2. Lead Qualification and Discovery Phase

This phase is all about finding if the prospect is a right fit, is customer right. This phase may include details regarding sales and target.

Sell: What do they sell? Their average sale size or ROI?

Target: Who their ideal prospects are? Sample customer profiles. What is their niche?

Challenges: This is a very important attribute as you need to learn about the current challenges they are facing as well as the competitors they are evaluating and the marketing systems they have previously used.

3. Product demo phase

You can write down your observations during the demo in this phase. Examples include

Buying signals: Pricing plan or solution they liked. Did the prospect talk about the next steps? Which feature excited them the most? Who in the company will be using your products and why? These questions also help you redefine your target market as well. Ask for and write the exact words for these questions.

Budget: Ask about their approximate budget and their buying steps.

Discounts: Note down the discounts and SKUs discussed.

Objections: Discuss the things that you should try to address if possible.

Note down 3+ discovery and remember points. These points to remember can be used to advance the sale- deadline.

4. Demo summary

In this phase, you will summarize the demo on the likelihood to buy and the lead match.

Total lead score = person details +company details + lead target + buying time frame. Add to score 0, 100, or 200. Categorize the time frame into <30 days and 30-60 days.

5. Your Next Steps

This is your last and final phase where you note down your next steps in the selling process.

For example: Sending the slide deck/presentation, samples (if any), the next follow-up date with the prospect.

Quick ways to engage C-Level Decision-Makers from B2B companies

Quick ways to engage C-Level Decision-Makers from B2B companies

C-Level decision-makers from B2B companies greatly influence the buying decision. If you are selling products or services to B2B companies then, it is important to influence C-Level decision-makers which is the key to sales strategy. Connecting with the C-Level decision makers from B2B companies shortens the sales cycle and helps earn a quick profit, which is being the goal of every salesperson. C-Levels are the final decision-makers and it is important to plan, execute and master strategies that involve selling to the decision-makers.

Steps to engage C-Level decision-makers from B2B companies:

  • Target high-probability accounts / companies
  • Finding the right C-Level decision-makers from B2B companies
  • Research
  • Outreach strategy

Let’s look at each of them in detail.

1. Target high – probability accounts / companies

What is your target market? Always build an account list by carefully selecting the industry, company size, headquarters, and type. It is better to build a highly targeted account list that is small instead of targeting 1000s of it and ending up with a low-quality adulterated list.

Some of the reliable sources to target accounts are LinkedIn account search, Trade shows, different job board sites such as Monster, Career Builder, Indeed. VC funding platforms such as Angel List, Tech Crunch, and other social networking sites.

2. Finding the right C-Level decision-makers from B2B companies

Finding the right C-Level decision-makers from your target account is as important as Knowing how decision-makers look across each target account. Curate an ICP to determine the buyer persona. It is important to understand each account in order to target the right CxO.

Identify the management level to target. Investing in good account-based lead generation software will help you find the relevant management contacts automatically. LeadGrabber Management-Finder is an account-based software that lets you perform a C-Level executive search based on titles CEOs, CTOs, CFOs, CIOs, CXOs, VP-level, Director-level, Founders.., specialties and experience.

LeadGrabber Management-Finder’s unique feature helps in building management lists for companies that are

  • Growing in size
  • Recently funded
  • Recently Promoted / Hired Executives
  • Hiring a specific skill or Technology
  • LinkedIn Account Searches
  • Tradeshow Lists
  • Job Boards
  • Excel Lists

3. Research

Do deep research in order to understand the decision-makers you have targeted. Follow them on social media and learn about their current pain points, business concern, and their priorities.

The Ideas that would influence a decision makers must

  • Help in progress their business
  • Improve ROI
  • Improve efficiency
  • Manage time and bring in better results

Deep research will help you curate personalized messages to C-Level decision-makers gaining their trust. Do not be generic with your content and avoid sending automated messages. Being more relevant and personalizing messages will create the right impression that you are aware of their current priorities and needs.

4. Outreach Strategy

There are multiple ways such as emails, calls, social media messages, and inmails to reach out through. But always pick an effective method that captures the attention of your target C-Level executives.

Always have an outbound sequence strategy in place for conversions and scheduling meetings…

  • Create a tailored sequence of emails and don’t just stop with a single email.
  • Create a certain outreach strategy that is only about the value and no ask at all.
  • Create multi-touchpoints in a day to get responses.

Apart from all the above, know when to reach them. Try out a few odd hours and days of the week based on a trial and error method. Reaching out to the C-Levels during the right time will just boost your open rates and increase the success rate.

If you would like to quickly build a list of target accounts and automate finding C-Level decision-makers from B2B companies download LeadGrabber Management-Finder by filling in the form below:

Why B2B Lead Generation Software is important for a business?

Why B2B Lead Generation Software is important for a business?

Lead Generation is a time-consuming and challenging process that every B2B sales and marketing professional had to go through. B2B sales reps who are busy making sales calls cannot make it without automating their lead generation process. Using an automated B2B lead generation software can help in finding new accounts and B2B prospects easily and increase sales productivity. It helps transfer your customer information directly into your CRM. A B2B software helps your marketing and sales team spend less time researching and more time connecting with c -level decision-makers.

When you choose a good B2B lead generation software, it will help you generate, qualify and convert more leads.

How B2B Lead Generation Software Will Help your Business?

A manual lead generation process will consume a lot of time yet does not produce accurate results. That is why you need to automate your lead generation process for better speed and accuracy.

If a B2B lead generation software can automate the hard work of manual research and can help you find the right prospects by giving you their business email and phone in less than a minute, wouldn’t that be great? And also, the speed and accuracy of an automated list builder are unparalleled to that of a person doing that manually.

With LeadGrabber Pro, you can find your targeted prospects from various social networks and websites available on the Internet. The tool automatically researches the Internet and finds the work email address and phone number of your prospects.

When you are able to generate more qualified leads, it opens up more sales opportunities. Automating lead generation through lead generation software will definitely have a direct impact on your business.

Benefits of using B2B Lead Generation Software

  • Enables you to Increases sales productivity
  • Helps generate more qualified sales leads and increase sales appointments
  • More revenue for your business

Try the best B2B lead generation software in the market “LeadGrabber Pro”. The software is the most powerful and patented lead capture process that provides instant access to millions of accurate business contacts with real-time verified emails.

High Probability Prospecting Hack to Find New Customers Faster

High Probability Prospecting Hack to Find New Customers Faster

High Probability Prospecting begins with a clear idea of “whom to target”. But, with the concept of High Probability Prospecting being new to the marketers, building a highly focused list doesn’t sound to be easy.

Who should I target is a constant question that each marketer gets on a daily basis.

When that question keeps lingering, again and again, they clearly need a guide that comes in handy. And so are we here!

This piece of guiding content is totally based on the best practices of our sales development reps. Always feel free to make changes based on your industry and target audience for the best results.

High Probability Prospecting is a marketing approach that’s based on real results. Sales and marketing teams go hand in hand when it comes to KPIs, meaning the number of accounts and the revenue that has been generated that matters at the end of the day.

Having this in mind, you should always target prospects that have a high chance of converting. Targeting that small percentage of high-converting prospects is called High-Probability Prospecting. Such prospects are 20x more likely to buy what you sell. This type of prospecting method is effective and saves your time, money, and marketing efforts.

Here is our tried and tested method of targeting high-converting audiences who have changed jobs recently.

Build actionable lists by targeting the below:

  • When key decision-makers in your customer-companies change jobs, you have a great chance for a new sales opportunity in their new company. They know you and your offering, and are a lot likely to give you business – your high-converting prospects!
  • You can also build a list of new users and customers targeting the same demographic.

How to target people who changed jobs recently?

We all are aware of the fact that LinkedIn is a professional network that powers sales success! LinkedIn’s sales solution – Sales Navigator is a sales management tool that helps sales and marketing representatives to land more and better deals.

The LinkedIn search results page has an exclusive tab in the top column which shows people who changed jobs in the past 90 days. By default, the homepage update feed is set to Most important but you can switch between any of the other filters at any time. Using this advanced sales navigator technique you can target people who changed jobs recently.

LeadGrabber Pro is a powerful list-building tool that can help you build highly converting lead lists from LinkedIn. With methods, you will learn from a personal demo, this will turn out to be a powerful high-probability prospect list building tool.

Get Incredible Sales Converting Lists with eGrabber Tools & Services. Fill in the form below now!

Why you should build B2B prospect lists instead of buying?

Why you should build B2B prospect lists instead of buying?

Most of the marketers who send emails want to do it cheaper and quicker. In order to save time and money, they often end up buying lists. But in reality, they are actually choosing the hard way wasting their time and most of their money on buying lists that don’t work.

Yes, buying contacts lists is that easy. But email marketing always requires choosing B2B prospect lists with relevant information and high levels of personalization.

Purchased lists do not provide either of these. Using a readily available list of leads is like sending just a write-up without any personalization. They are outdated by the time of purchase and hardly provide any enriched information.

Here’s a little more about why you should not be buying B2B prospect lists:

  1. Low-quality leads
  2. Outdated or inaccurate information
  3. Increased spam score
  4. List vendors selling your leads to other competitors of yours

These leads that are purchased don’t always meet your lead qualifications. They will not be likely to buy your products/services.

The lists may contain outdated information or even titles that are no more working with the company. When you send out emails to such random people from your readily bought list, you will easily end up violating the rules and regulations of GDPR. This may spoil your brand’s reputation as well.

Fortunately, there are ways you can build high-quality leads, with current and accurate details, within your budget. With our experience of working with a lot of B2B companies, we can say that building a prospect list can yield a higher conversion rate, lower CPA, and a shorter sales process.

Benefits of building a B2B prospect list on your own:

1. Good email addresses

Building a B2B prospect list gives you a high-quality email list you can rely upon. The email addresses are responsive and qualified for marketing outreach. Unique leads to your business that no one else might be using.

2. You actually know the prospects on your list

Building a prospect list is a proper way to acquire email marketing contacts. The email addresses in your list were not taken from another site but earned legitimately.

3. Maintain email deliverability and IP reputation

The verified email list has valid email addresses. Maintain the sender score and save the IP reputation.

List Building Automation Platform that Offers a Better and Fastest Way to Build B2B Prospect List from Internet

LeadGrabber Pro helps you find B2B prospects that match your ideal customer profile. The B2B prospecting software is used by B2B Marketing and sales teams to build email marketing lists, cold calling lists, B2B email lists of prospective clients from professional networking sites, and build prospecting lists online.

It also helps you

  • Find new B2B prospects invisible to buyers
  • Increase sales conversion rates by 5x
  • Set sales appointments with ideal customers
  • Find c-levels and decision-makers along with business contact information

Try LeadGrabber Pro to build better B2B prospect lists. Fill in the form below

How Sales Development Reps can Book 3x More Qualified Demos

How Sales Development Reps can Book 3x More Qualified Demos

Sales prospecting is easier when you know you are working with qualified prospect lists. You need to build extremely targeted campaign lists that give you confidence and belief.

We at eGrabber have the expertise to help you show where to dig for high-probability prospects.

High Probability Prospecting begins with a clear idea of “whom to target”. But, with the concept of High Probability Prospecting being new to the marketers, building a highly focused list doesn’t sound to be easy.

Who should I target is a constant question that each marketer gets on a daily basis.

When that question keeps lingering, again and again, they clearly need a guide that comes in handy. And so are we here!

This piece of guiding content is totally based on the best practices of our sales development reps. Always feel free to make changes based on your industry and target audience for the best results.

What is High Probability Prospecting?

High Probability Prospecting is a marketing approach that’s based on real results. Sales and marketing teams go hand in hand when it comes to KPIs, meaning the number of accounts and the revenue that has been generated that matters at the end of the day.

Having this in mind, you should always target prospects that have a high chance of converting. Targeting that small percentage of high-converting prospects is called High-Probability Prospecting. Such prospects are 20x more likely to buy what you sell. This type of prospecting method is effective and saves your time, money, and marketing efforts.

Easy way to target High-converting Prospects:

Here is our tried and tested method of targeting high-converting audiences who have changed jobs recently.

Build actionable lists by targeting the below:

  • When key decision-makers in your customer-companies change jobs, you have a great chance for a new sales opportunity in their new company. They know you and your offering, and are a lot likely to give you business – your high-converting prospects!
  • You can also build a list of new users and customers targeting the same demographic.

Read more about how to build high-probability prospect list and crush your sales goals.

How to target people who changed jobs recently?

We all are aware of the fact that LinkedIn is a professional network that powers sales success! LinkedIn’s sales solution – Sales Navigator is a sales management tool that helps sales and marketing representatives to land more and better deals.

The LinkedIn search results page has an exclusive tab in the top column which shows people who changed jobs in the past 90 days. By default, the homepage update feed is set to Most important but you can switch between any of the other filters at any time. Using this advanced sales navigator technique you can target people who changed jobs recently.

LeadGrabber Pro is a powerful list-building tool that can help you build highly converting lead lists from LinkedIn. With methods, you will learn from a personal demo, this will turn out to be a powerful high-probability prospect list building tool.

If you are looking to build a solid pipeline in February, use eGrabber Tools & Services and Get Incredible Sales Converting Lists. Fill in the form below now!