Browsed by
Category: Lead Research Tool

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

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

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.

If you’re looking to find verified business Email Address & Phone Numbers of your prospect in less than 30 seconds. You could try our free Email Finder Tool – Get your Free Trial Today!.

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

BlogsSales 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 addresses 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 Today, Get 150 Contacts FREE!


How to identify Backdoor Placements with an automated tool – LeadResearcher Pro

How to identify Backdoor Placements with an automated tool – LeadResearcher Pro

Backdoor placements account for possibly 8-10% of unbilled revenue for the year.

What is backdoor placement?

As a recruiter, you screen & refer potential candidates to your clients. But all the candidates don’t get hired. However, the candidate profiles that you sent to your client remains with them. Chances are high that they might hire the candidate that you referred for the same or some other position. These are called backdoor placements. It might not be intentional, maybe your client might have overlooked that you referred the candidate.

The worst part is that you might not be aware of this and it is practically difficult to track hundreds of candidates as well. But, you are losing out your revenue.

Now there’s a tool which you can run once every month, painlessly, and it will alert you if any of your candidates have moved.

The tool is called LeadResearcher Pro. And here is how the system works:

LeadResearcher - How to find candidate hidden placements

LeadResearcher - Tool just found a possible backdoor hire

Visit us at the MRI Global Conference, this November in Chicago, or drop an email to [email protected]

Job Change Alert – New Tool from eGrabber

Job Change Alert – New Tool from eGrabber

Whenever any of your connections, customers or prospects move to a new job, leave their current one, or get promoted, that’s an opportunity!

You need an alert so you can take action!

Tool detects changes in Company and Job Title

Introducing the LeadResearcher Pro. You can enter your key contacts’ details into the tool and press a button. It checks all your contacts and alerts you if anybody is on the move.

LeadResearcher - job change alert app - key account management tool

LeadResearcher - Track changes in decision makers job roles and get notified when management changes

Tool finds new contact information

What’s unique about this tool is, once you have the new company to which your contact has moved, you can now get their new email address and other contact information with a click of another button!

LeadResearcher Pro - Find Missing Business Email & Business Phone numbers of decision makers, ceo, cxo

This tool runs from your own desktop. This means it does not depend on outside services or APIs for its data, but it researches the job changes fresh, each time you run it.

How can you turn this executive-change “sales trigger” into an opportunity?

Here are 3 of many ways:

  1. If the person was your existing customer,
    • you can investigate if they need your product or service in the new company (NEW SALE)
    • you can prevent churn by getting in touch with the new person (customer retention)
    • find out who your key contact replaced in the new company, (hint: where did that person go?)
  2. If the prospect was buying from your competitor,
    • you can present yourself as a better solution to what they have already (NEW SALE)
    • If your key contact got promoted perhaps they will now buy from you
  3. If your competition’s sales person moved,
    • now is the time to convert all the accounts you lost to them (NEW SALE)