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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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3 Companies who increased webinar registration ratio, targeting Online Social Profiles

3 Companies who increased webinar registration ratio, targeting Online Social Profiles

Clinton Rozario

Clinton Rozario

Product Manager at eGrabber
Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, the B2B List Building Tool from eGrabber. Clinton joined eGrabber in 2003. He held key roles in R&D, developing strategic and proprietary technologies. He is now responsible for development of eGrabber's List Building and List Completion Tool Suite. He is also available on Google+ and LinkedIn.
Clinton Rozario

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…

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.

 

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!

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 Sam@eGrabber.com

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Testimonial: Internet security solutions provider prefers eGrabber software over 3rd Party List providers

Testimonial: Internet security solutions provider prefers eGrabber software over 3rd Party List providers

Clinton Rozario

Clinton Rozario

Product Manager at eGrabber
Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, the B2B List Building Tool from eGrabber. Clinton joined eGrabber in 2003. He held key roles in R&D, developing strategic and proprietary technologies. He is now responsible for development of eGrabber's List Building and List Completion Tool Suite. He is also available on Google+ and LinkedIn.
Clinton Rozario

A leading provider of Cloud based email filtering and Internet security solutions recently responded to eGrabber’s surveys. They wished to remain unnamed for competitive purposes. Here is what they had to say:

What challenges did you have before purchasing eGrabber software?

The main challenge was waiting on a 3rd party to provide a list. With LeadGrabber we are in control of the information we are acquiring even when the requirements change.

What’s your main use of eGrabber software?

LeadGrabber Pro

We use LeadGrabber Pro in order to produce lists of contacts using specific conditions. Having the choice to add the conditions in we require, helps us produce  a list of contacts which is already segmented and ready to market to.

LeadResearcher Pro

We use LeadResearcher Pro in order to find out any necessary contact information which was not populated in the process of acquiring contacts through LeadGrabber. We mainly use this service for acquiring, but not limited to –

* Phone
* Title
* Email

What’s the biggest difference it’s made using the software?

We now have control over when/how/what we acquire on a daily basis. If our requirements do change, we can act upon this almost immediately.

And how eGrabber fits in to your Demand Generation over all.

We have a current goal of acquiring around 1000 new contacts on a weekly basis. We are keeping on target by making sure that we have our lists ready from eGrabber on a daily basis in order to have them further researched in LeadGrabber, which is more time consuming. LeadResearcher is running 5 days a week, and we manage to acquire all necessary information on average around 1200 contacts. Therefore, it fits in with our current goals.

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eGrabber announces new B2B List building software developed for Sales and Recruiting professionals

eGrabber announces new B2B List building software developed for Sales and Recruiting professionals

Clinton Rozario

Clinton Rozario

Product Manager at eGrabber
Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, the B2B List Building Tool from eGrabber. Clinton joined eGrabber in 2003. He held key roles in R&D, developing strategic and proprietary technologies. He is now responsible for development of eGrabber's List Building and List Completion Tool Suite. He is also available on Google+ and LinkedIn.
Clinton Rozario

Helps you build emailing lists and cold call lists that can’t be bought from list vendors

LeadGrabber Pro, the B2B list building software which creates a prospect list in real time on your desktop, came out of private Beta and is now available to those who do outbound marketing.

LeadGrabber Pro captures contact information from the Internet and uses patent pending Internet research technology to fill in missing email address and phone numbers. It makes it easy for people who want to create a niche list that list vendors do not offer.

Sales people can use it to create prospect lists which their competitors will not have. Recruiters can use it to bring in new clients. Webinar creators can use it for audience recruitment on a weekly basis.

Besides building new B2B prospect lists, LeadGrabber Pro also lets its users:

  • Update their existing Salesforce and PC Recruiter contacts with email addresses and phone numbers
  • Find decision makers in a specific set of companies
  • Build a list of prospect companies in an industry and identify specific decision makers in those companies, and more…

LeadGrabber Pro is priced at an annual subscription fee of only $3,495. For a free test drive and for more information on the product, please visit the LeadGrabber Pro product page.

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