Browsed by
Tag: LeadGrabber Expert Webinar

4 New Ideas for Pursuing Sales Prospects

4 New Ideas for Pursuing Sales Prospects

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.

4 New Ideas for Pursuing Sales Prospects 2

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.

4 New Ideas for Pursuing Sales Prospects 3

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 New Ideas for Pursuing Sales Prospects 4

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.

4 New Ideas for Pursuing Sales Prospects 5

To Watch the Webinar Recording – Click Here

To Know More about our Targeted List Building Tool – Click Here

Linked University’s Ben Kniffen: Generate B2B leads from a targeted company list

Linked University’s Ben Kniffen: Generate B2B leads from a targeted company list

Ben Kniffen, Community Manager, Linked UniversityOne successful outbound lead generation strategy starts with a targeted list of companies. Sourcing the company list is the easy part, but it gets up-hill from there. Adding decision maker names, email addresses and phone numbers can take weeks.

But what if you could automate this? What if you could complete that list in hours, rather than weeks? Would that jump-start your outbound campaign?

Ben Kniffen’s recorded webinar, as he demonstrates how he solves this lead generation challenge.

Ben is the Community Manager and Marketing Director at Linked University.com. Linked University has the definitive training program for building business on LinkedIn.

VIEW THE RECORDING of the webinar. Click here

What you will see in this webinar:

  1. How to quickly attach names and contact info to company lists
  2. How to build prospect lists from online groups
  3. How to manage lists easily with eGrabber’s tools

During the webinar, Ben has demonstrated how eGrabber’s LeadGrabber Pro software completes his lead generation tasks for him,

Data Mining Social Media Channels for BtoB Lead Generation

Data Mining Social Media Channels for BtoB Lead Generation

BtoB Sales and marketing professionals frequently cite Professional Networks as one of the most valuable to incorporate in a marketing and sales strategy. In fact, some statistics report that the Top Professional Social Networks are 277% more effective for BtoB lead generation than Twitter and Facebook. However BtoB professionals are having trouble grasping how to get the most out of these powerful networks.

In this talk that I co-presented with Shawn Elledge ( CEO of Demandcon ), Josh Turner ( Founder of Linked University ) and Rich Kumar ( Customer Success Manager of eGrabber ), we explored techniques how to leverage this powerful network for BtoB lead generation. We will discuss data strategies that work, what doesn’t, and how to build a highly targeted prospect list.

( Free Sign-up required on BrightTALK™ to view the webinar. )

How to communicate effectively on LinkedIn with your B2B Prospects and Passive Candidates

How to communicate effectively on LinkedIn with your B2B Prospects and Passive Candidates

Viveka Von Rosen
LinkedIn Expert & Author: LinkedIn Marketing:Hour a Day | International Keynote Speaker | Forbes Top 20 Most Influential

Viveka Von Rosen is the author of “LinkedIn Marketing: An Hour a Day” and a Forbes Top Ten Women in Social Media. She is a nationally renowned LinkedIn expert & trainer and social media keynote speaker. In particular, she works with recruiters and B2B sales professionals on LinkedIn visibility and how to get them and their companies found on LinkedIn resulting in more passive candidates and B2B leads.

View the recorded webinar, click here.

3 Companies Who increased Webinar Registration Ratio, Targeting Online Social Profiles

3 Companies Who increased Webinar Registration Ratio, Targeting Online Social Profiles

In a webinar I spoke at yesterday, we showcased three companies whose webinar invitees list was built from Online Profiles and Online Groups using LeadGrabber Pro.

The companies got between 20-120 times improvement in their Email-Registrant conversion ratio, over the traditional method of inviting people.

Traditionally, these companies were purchasing contact lists or downloading contacts from Jigsaw and sending out webinar invitations to those contacts. Then, they were introduced to the eGrabber method of Identifying Profiles and Groups, and using LeadGrabber Pro to make a list of the group members, with their email addresses. When they sent out email invitations, here were the results they got…

3 Companies Who increased Webinar Registration Ratio, Targeting Online Social Profiles 6

The first company is a virtual agent provider. As you can see from the table, with the traditional method they were able to get 4 out of 3500 contacts to register from a purchased list. However, by searching on for user groups that were having discussions related to their webinar, they were able to message to a very targeted list of only 84 harvested contacts. The result is that they were able to get almost 3x more registrants, resulting in a 119 times better email to registrant conversion ratio.

3 Companies Who increased Webinar Registration Ratio, Targeting Online Social Profiles 7

The second company provides provides application lifecycle management and IT service  management solutions. Here is a comparison of a purchased list with about 4400 contacts compared to sourcing contacts from a targeted discussion group. They almost had the exact same amount of registrants from harvesting 133 contacts. The key take away is that these examples are just samples of sourcing contacts from just one group!

3 Companies Who increased Webinar Registration Ratio, Targeting Online Social Profiles 8

The third company provides IT security and compliance management solutions that help reduce the time it takes to complete the certification process. Similar to the previous example, they almost got the exact same number of registrants as they did from a purchased list. Resulting in a 19 times better email to registrant conversion ratio.

To see how LeadGrabber Pro builds the list for Webinar Registration, and appends email addresses, contact [email protected]