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Why Pay for Bad Leads When you can Find Highly Targeted B2B Leads in No Time

Why Pay for Bad Leads When you can Find Highly Targeted B2B Leads in No Time

All companies, big and small, have one thing in common to say about leads – which is that the leads are bad. Many companies can’t afford to spend time on lead generation and therefore opt to buy lists.

Yes, it is one of the easiest ways to acquire a prospect list. There is no doubt about that. But the question is, is that investment worth it. You spend thousands of dollars on a list believing that you can improve your ROI by 10/20/30x in a very short time. But unfortunately  it doesn’t happen like that. Why?

Most of the times, the data in such lists is unreliable and outdated.  The reason is, list vendors often store data over a period of time. Chances are that they might be very old data, not updated for a while, incomplete or even obsolete.

A Hubspot study says that marketing databases degrade about 22.5% every year. So if the data is not reliable, updated and accurate, you can’t expect things to go the right way. All your marketing efforts based on incomplete and wrong data would turn into a disaster.

Another major element is the cost. Some of the popular online database companies charge you on a per-lead basis –  up to $2000/month for 1000 leads. Just because you are spending thousands of dollars, no one guarantees you a sale. In addition, you aren’t choosing the leads. You pay and you receive the list what your vendor provides.

And, if you are going after niche markets, the chances are that only a handful leads will be useful. So whatever money that you spent on other leads goes in vain.

What’s more? Your list vendor sells the same list to your competitor as well and you lose your competitive edge too. So all you get is a list of suspects that is often incomplete, inaccurate, unreliable and not exclusive.

If you don’t have a list of B2B prospects with complete business contact information, how would you reach them and what difference will it make even if you have the world’s best product or service. This is where a B2B lead generation tool such as LeadGrabber Pro can make a huge difference.

LeadGrabber Pro is a powerful B2B list building tool that will help you:

  • Perform real-time search and generate fresh B2B leads – You get the most recent information about the prospect.
  • Generate unlimited number of leads – You can generate any number of leads depending on your requirements.
  • Absolutely easy to use – Anyone can use the product, a novice or an expert.

Advantages of LeadGrabber Pro over other products:

  • Provides real-time search results – No stored up data that is old.
  • Finds email addresses of the prospect’s co-workers as well. Helps you project email address.
  • Finds decision makers for a list of companies.
  • Helps you check for duplicates.
  • Provides time zone of your prospects that is very important to plan     your campaigns.
  • Single-click transfer to any popular database.
  • Cost effective.

Try LeadGrabber Pro today, Generate unlimited B2B leads & lists, and start selling more!

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Flyn shares a simple trick to improve sales conversions

Flyn shares a simple trick to improve sales conversions

Nishi Kanth

Nishi Kanth

Product Marketing Manager and Prospecting Expert at eGrabber Inc
I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.
Nishi Kanth

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 Claim your Free Trial Ask for a Demo

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How to Do Prospect Research – For Better Sales Calls and Improved Conversions

How to Do Prospect Research – For Better Sales Calls and Improved Conversions

Nishi Kanth

Nishi Kanth

Product Marketing Manager and Prospecting Expert at eGrabber Inc
I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.
Nishi Kanth

In our last blog, we saw how you can leverage social networks to identify and contact C-Level decision makers in your prospective companies. You saw a few techniques on how you can leverage LinkedIn to establish an initial contact and thereon continue the dialogue over your prospect’s business email.

Let us now try and understand what you need to do once your prospect is ready to hear your proposition. One of the most common mistakes that sales professionals commit is to try and make every sales call the same. We must realize that your prospects may be similar, but are not the same. Hence every sales call you make needs to be different and tailor-made to the individual needs of your prospect. The end objective of any sales call is to propose a solution that the prospect wants, but not the one that you have.

Follow these simple steps to make your sales call a worthy one.

Know Your Prospect

One of the key steps in sales prospecting is to gather as much information as possible about your prospect. You need to get a 360 degree view of your prospect, the industry they operate in, their target customers, their possible business challenges, their growth plans and so on. By being well informed of the prospect, you have better chances of having the prospect hear you better. A few places where you can find some information about your prospects are being presented below. This is not an exhaustive list, but a good starting point, for sure.

Research The Company

Company website – You need to understand your prospect’s line of business, what is their business objective, what could be their biggest challenge and what is their value proposition to their customers, and how you will contribute in helping them achieve their business goals.

Examine who their customers are, what problem of their customers are your prospects trying to address, and how can you help them in solving those problems. By having all this handy, your sales call will turn out to be more of a requirements gathering meeting than a typical pitching.

Research the Professional Side of the Decision Maker

LinkedIn profiles – One of the key forums that sales professionals need to leverage in a B2B prospecting framework is LinkedIn. A LinkedIn profile will tell you what kind of a person your prospect is. Read through the profile. Observe the groups subscribed to; read the discussions where you see some participation, see if you have some common connections who can write a nice line about you even before the meeting. Examine if your prospect is asking questions pertaining to some challenge and if you can solve that challenge. All these small things make you more familiar to your prospect even before the call. You would have figured out your call opening statement.

Research the Personal Side of the Decision Maker

Blogs– Sales prospecting can be more meaningful when you also know what kind of a person your prospect is. If your prospect is a blogger, it is worth spending time reading through those blogs. The choice of words will give you an idea on how you should moderate the call with your prospect. If the content is extremely professional and brief to the point, you should adopt the same strategy during your call / meeting. If you find liberal dosages of humour, you can adopt a more friendly approach. A nice way to start the conversation would be to congratulate your prospect for a recent achievement.

The Smart Way

We have a fantastic prospect research tool – eGrabber eMail Prospector – that will get you the business information about any prospect from any nook and corner of the Internet. The best part about this is it can get you the business email and phone of the prospect in a jiffy. This means your time to research and search for information about your prospect is significantly cut down and you have more time to focus on preparing for every call.

Experience the tool

In a nutshell, research well, talk to your prospect in his language and make “prospect research” a part of your working style. Believe me, your prospects will enjoy talking to you and your sales become a cake walk.

Happy Selling!!

Download your free trial here:- eMail Prospector

About MeI am passionate about helping clients in building a workable prospect funnel. I can help people micro target and gain better results of the campaigns. I have experience across the entire breadth of sales and marketing functions. I use a combination of time tested and disruptive methods to increase the lead funnel of any organization.

 

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4 New Ideas for Pursuing Sales Prospects

4 New Ideas for Pursuing Sales Prospects

Nishi Kanth

Nishi Kanth

Product Marketing Manager and Prospecting Expert at eGrabber Inc
I am an expert in social lead generation and social media prospecting. I use and market tools and can help sales and marketing professionals in targeted prospecting for improved responses and conversions.
Nishi Kanth

Prospects Going Silent? – Re-Engage Them

Sales professionals spend over 40% of their productive time in following with their prospects. While the most popular media have been email and phone call, our experience shows that the hit rate is not as big as it should ideally be.

So are there any new ideas out there?

That’s when we bumped into Tim Wackel. Tim is an expert sales coach with a history of leading sales teams, big and small, to great success.  Tim’s approach to the follow-up problem was creative, practical and downright effective. Tim shared his tried-and-tested formula in a Webinar hosted by eGrabber. Here are a few takeaways:

1. Use Lumpy Mail

Tim suggests that you use innovative media to follow up with prospects. Apart from the traditional email and phone call, you should consider using media such as post cards, hand written letters, gifts, freebies etc that actually grab the prospects attention. And they are easy to do… online.

He delivered specific, first-hand examples of how these systems work on the webinar.

2. Plan a follow up calendar and execute well

What if your prospect is going to buy in that next phone call? …How do you know?

You don’t. So, Tim recommends a follow up calendar to continuously engage with your prospects. He talks about the frequency, media and the message to be included. By following this calendar, sales professionals ensure that their prospects never go dormant.

Tim took a dive into how this calendar was made and how it was best put to use, in the webinar.

3. Breaking up…  in a professional way

Tim tells you why it’s necessary to break up with your prospect… yes, you heard me, break up with your prospect.

And he also tells you how to do it… without slamming the door shut… just in case they come back to you!

The webinar also dwells on how you can rephrase their statements to reengage their prospects who normally do not respond to the traditional follow up content. Here’s just one example.

4. Start with targeted lists

When you have so little time, why prospect people who will never buy? – Fix the problem before it even begins. Start with a very highly targeted list.

Clinton Rozario from eGrabber showed how it is easy to build a list of your Glen Garry leads using social networks and online profiles. He showed an automated tool which builds your list, once you identify your list of profiles.

To Watch the Webinar Recording – Click Here

To Know More about our targeted list building tool – Click Here

To Ask our Expert for a Demo – Click Here

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Strategy for Sales Prospecting Pipeline to Gain Profit

Strategy for Sales Prospecting Pipeline to Gain Profit

Enterprise selling in the 21 Century – using deep research, social selling skills & empowerment of sales staff to drive revenue

 

In this webinar Ivor Kellock explains & demonstrates the importance of connecting your prospecting with pipeline building that leads to more closed deals & profit!

 

Research shows that 57% of the sales process is already completed before a company even calls a sales rep!. When do you get the call?

Ivor demonstrates some basic social selling skills & introduces a key tool in this process eGrabber LeadGrabber Pro for enterprise social sales prospecting that quickly builds pipeline.

view webinar

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Why B2B Company’s Sales Success means Getting a Good Prospect list..

Why B2B Company’s Sales Success means Getting a Good Prospect list..

Richard Nelson

Founder | Owner at Sales Performance.ca
More Profit and Sales. Fewer Sales People.

I can custom design a sales training program upon request. Our program, the New Art of Prospecting is perfect for sales reps who have to develop new business on their own.

We have developed a powerful lead generation system that involves 2 tools and a specialized method - but anyone with the will can set up a result producing lead generator.

Specialties: Small to medium sized companies hire us when:
1. You want More Profit and Sales (often by sales growth).
2. You need more leads/inquiries to fill your sales pipeline.
3. You understand the value of inbound marketing and would like an assist or full service.
4. Your sales force is falling short on new business development.
5. You want to update or develop your CRM, email system or communications platform.

One common missing element for most B2B companies is a good list. Now don’t get me wrong, most companies do have a customer list.  The “List” I am talking about is a “potential customer” or “prospect list”. In all my experience, in this day and age, Incredibly, many companies today are missing this “potential customer list”… this major growth asset!

Why is a Prospect List important today?

Two technologies had a dramatic effect on how we do business: Voice Mail and the World Wide Web. Between 1990 and 2000 both became universally available to most companies.

239/365: 08/27/2013. Invention of TelephonePrior to Voicemail, it was common place for people to answer their phones. It was our primary form of non face to face communication. The social norm was that to ignore an incoming phone call was rude. In fact, secretaries and “gate-keepers” were asked to return every single call.

The arrival of Voice Mail quickly spelled the end to being able to get your buyer on a direct dial. Today, executives don’t answer the phone. They don’t return the voice messages left by unknown sales representatives. So cold calling is dead and has been dead for over a decade.

The World Wide Web, has had an equally massive impact on the way buyers make decisions. Prior the mid 90’s buyers needed sales people because sales people possessed information. Sales people had catalogues, product knowledge and industry expertise. Sales people had the knowledge, and knowledge is power.

Today, the buyer has all the power. With a few mouse clicks, they can find in depth information about you, your company and your services /products. They can also instantly research your main competitors. They can obtain comparitive reviews of you and your competition.

So, if you do not have a potential prospect list of interested buyers, your chance of success in sales is very low!

Does this mean that the role of sales people is obsolete?

No, not at all!

However, the expectation that your outside sales force will bring in a constant stream of new accounts most likely is. The same buyers that don’t answer the phone and don’t return calls, are still very interested in conversing with sales reps; but only when the time is right… for the buyer!

An intelligent prospect list gives the lead generation department (even if that is you) the power to conduct successful outbound marketing. The art of it is in two vital elements. One to know where and how to find potential customers and two, to understand the triggers that your prospects might respond to. After that it is simply an act of providing headlines and offers that will cause them to act. A laser sharp communication program matched to your potential customer’s buying triggers will pay off big.

Where does this “intelligent” data come from? Thankfully there are amazing new technologies to target and find the contact data that’s required. My next posts will reveal some of those tools and how to use them. In the meantime, check your list.

How many true potential customers do you have that contain full address, phone and email contact information?

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How to Build B2B Prospect lists in no time

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, Salesforce.com, 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.

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