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Category: Sales Prospecting

Social Media Fuels Paradigm Shift in B2B Prospecting

Social Media Fuels Paradigm Shift in B2B Prospecting

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

The recent times have witnessed a paradigm shift in prospecting methods. Gone are the days where business development professionals would make a few hundred calls in a week and end up in striking a conversation with just 3 or 4 prospects. Prospecting now is no longer “just” demographic based. It is now more of “activity or persona based“.

With the growing influence of social media, it is imperative for business development professionals to realize that there are multiple data points available about your prospect. The catch here is to use these data points effectively and transform them into opportunities. This means you need to understand your prospects in totality even before you contact them.

Where to Find Data Points?

LinkedIn – It is needless to say that LinkedIn is one of the most valuable resources to find your target prospects. You have access to information about their professional profile, their achievements, and what they are looking for – new vendors, solution to specific problems, feedback or reviews, partnership invitations and so on. You can also investigate the groups that your prospects are a part of and examine their activities – what kind of discussions are they usually part of, what questions/ comments get posted by them in these discussions, how active are they in these discussions. Such things give you a good starting point for a conversation with your prospects.

Blogs – You need to take time and see the kind of blogs your prospects author or be a part of. That should give you a fair idea of what they are probably in need of. For all that you know they are waiting for you to go to them and tell them you can solve their problem

Videos – YouTube is another platform where you can find information about your prospects. Look at their videos, try and analyze what their business is all about. Once you understand, send them a video or collateral that you think can help them achieve their business objectives.

Industry News – Subscribe yourself to the industry news. Keep abreast of the market happening, trends and forecasts. You may suddenly find news items those talks about a change in management or inclusion of a new offering in your prospect’s company. Use this at a start point to kick start a dialogue with them.

Twitter- One of the biggest advantage of Twitter is you know when your prospect is available for a quick chat. If you see a tweet from your prospect, it is the time you should quickly tweet back. You are sure to remain on your prospect’s fresh memory.

How to Prospect Better?

Let me also give you some quick points on how you can prospect better

  • Emphasize on quality. There is no point in making 100 calls and ending the day without a single success. Instead make fewer targeted and well researched calls and succeed. You need to spend the rest of time researching your prospect.
    To know more read my blog on prospect research
  • Don’t stop at title based or location based searches. Go one step further and do an activity based prospecting.
  • Create multiple small clusters instead of one large cluster and tailor- make the message for each cluster
  • Leverage Social media effectively to start conversations. Continue the dialogue on their business emails.
    To know more about this, read my blog about prospecting on LinkedIn

How Account-Researcher helps you in B2B Prospecting?

Account Researcher gives you all the above talking points pertaining to your prospects. You can find information about your prospects’ social / web presence, patents, awards, news items, press releases and many more. The flagship feature of this tool is it can get you the business email and phone number in a single click. In case you have a list of prospect companies that you want to target, our tool can get you the complete company profile and also the decision makers within these companies.

Claim your free trial

I need a Demo

Finally – B2B Prospecting today needs to be constantly supported with extensive research and customization. Equip yourself with more-than-enough information about your prospects before you kick start your dialogue with them.

Happy Selling!!

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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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Sales is an Adventure,… Hope you got a toolkit?

Sales is an Adventure,… Hope you got a toolkit?

Peter Ekstrom

President & CEO at Dealbuilders, Inc
For the past 27 years Peter has earned his living prospecting for new business over the telephone for his clients. To help him close more sales appointments with sales prospects, Peter invented the Gold Call Script – Builder Kit. The Gold Call Script-Builder Kit is a unique scripting tool that makes it easier for salespeople to master the conversations they have with sales prospects on the telephone so they can schedule more sales appointments with qualified prospects.

Latest posts by Peter Ekstrom (see all)

Many years ago I started my sales career selling beer and bottled water. Back then, my company was a distributor for a competitor to Perrier called Ramlosa. Ramlosa was a mineral water imported from Sweden, and they hired tennis star Bjorn Borg to be their company spokesperson to promote the product in advertisements.

One particular day I happened to walk down the street I used to frequent, and saw the ‘Grand Opening’ sign for the Walken’s Cafe. A big sign saying ‘Grand Opening’ is a very good prospect for me so I went inside.

As I stepped inside I saw a man standing in the rear of the cafe with his back to me. The cafe was closed, and there were no customers today. Just this guy with his back to me. I must have walked in quietly because he didn’t even notice that I had walked in. I waited a few minutes, and then politely cleared my throat  with a polite – “ahem”. Then the person turned around and looked at me with a crazy looking stare that went right through me.

At first glance I thought he looked familiar, but I didn’t say anything. I just stuck out my hand and introduced myself, and explained why I stopped in. About a minute or so into my sales pitch about beer, the man stopped me in mid-sentence and said, “Don’t you know who I am”? I told him that I didn’t, but did say that he looked familiar. Then he continued with, “Have you ever seen a movie called The Deer Hunter”? That’s when it hit me.

I said, “Hey – You’re Christopher Walken”! “What are you doing here”? Christopher Walken told me that he came to visit his brother Glenn, and it was he that owned the cafe.

After a bit more back and forth I walked out of Walken’s Cafe that day with a 100 case order of Ramlosa.

I think back about my encounter with the Walken brothers whenever I think about prospecting for new business. Today, I think about cold calling as more of an adventure than anything else. I’m always looking for my next ‘Walken encounter’. How about you? Are you dreading the very idea of picking up the phone and making a cold call, or are you looking for your next adventure like me?

If you are looking for adventure, you need to have the right tools. LinkedIn is a good source of leads for prospecting these days. With 300million people on it, you have lots of chances to have an adventure.

But one thing you do not get from LinkedIn is the phone number and email address of your prospects. Good news is, a tool like Account-Researcher can help you with that.

And once you get on the call, you have 10 seconds or less, to earn and hold your prospect’s attention. How to do that is an art, and I’ve packaged that art into a Kit which you can get – its called the Gold Call Script Building Kit. You can get The Script Building Kit right here.

And if you like both the Account-Researcher software AND the Gold call script Building Kit, you can get it for a $150 discount over here.

Cheers to your next adventure!

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How to find email address for any prospect found on LinkedIn®?

How to find email address for any prospect found on LinkedIn®?

LinkedIn® is one place where you can find a lot of targeted prospects companies CEO, VP, Director & Top Executives Etc. But chances are that you may not be connected to all of them. To connect with them, you need to have their email addresses. But all you have is their names and company names.

One way to reach your prospects is through InMails. But InMails are very expensive and the # InMails you get are limited based on your subscription plan. This is where a sales prospecting tool such as eMail-Prospector can be handy.

eMail-Prospector helps you to instantly find email address of any prospect found on LinkedIn®. All you need to do is:

  1. Enter the Contact name (First Name and Last Name) in the Full Name field.
  2. Enter the Company name in the Company field.
  3. Click the drop-down arrow next to the  button on the menu bar and select Find > Find E-mail option or press CTRL+E.

How to find email addresses

eMail-Prospector’s built-in email finding and contact research technology searches the Internet and finds email address in just a few seconds.

eMail-Prospector helps you find email address for unlimited number of prospects found on LinkedIn®.

Download your free trial here:- eMail Prospector

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Strategies to Generate Warm B2B Sales Leads on Social Media

Strategies to Generate Warm B2B Sales Leads on Social Media

Ambi Moorthy

Ambi Moorthy

Product Marketing at eGrabber Inc.
Passionate product marketing professional - managing B2B content generation, webinar production & strategic relationships with B2B and recruiting industry experts, partners / resellers, also developing original marketing content for company website, newsletters, articles, Ads, blogs.
Ambi Moorthy

Do you dive into the various social media platforms like LinkedIn, Twitter and Google+ for B2B leads?

Are you not sure how to channelize your time and efforts spent on these platforms that result in actionable warm leads?

I am going to share through a series of articles easy strategies that will generate leads from social media, you can integrate them into your marketing and lead-gen program.

Strategy 1: LinkedIn Groups

LinkedIn has been the go to place for B2B sales Leads. LinkedIn groups spread across different verticals and they bring like minded professionals together in a forum. The conversations and the ideas exchanged are very informative, there is a limitation of 50 groups you must pick and join the groups wisely.

Generate warm leads through discussions

Contribute on LinkedIn Groups - B2B Sales LeadsAll LinkedIn groups have an idea exchange discussion forums and they are a goldmine of leads, members of the group post their questions related to lead-gen, strategy, pipeline development and management. They also ask opinion about a service provider and call for suggestions about a service or a product.

A referral to your business on these forums is best when given by your existing customer, instead of your own sales reps, it always helps to have a handful of socially savvy customers who can vouch for you on these forums to build credibility and send warm leads to your website.

Establish Thought Leadership

Establish Thought LeadershipThe more you are active and contribute and engage meaningfully to these discussions, people from your target market would like, connect and eventually end up buying your service or product.

LinkedIn groups also highlight the top contributors for their engaging comments and lively discussions started, this enables a “Pull” strategy instead of a “Push” strategy, the highlighted section will drive traffic to your profile and engaging content will get them to connect & contact you.

So get started with meaningful conversations today and let the leads start flowing.

Similarly, have you generated leads on LinkedIn through other methods? feel free to share them in the comments below

Strategy 2… watch this blog… coming in my next post

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7 Easy Steps for Engaging B2B Prospects on LinkedIn

7 Easy Steps for Engaging B2B Prospects on LinkedIn

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Viveka von Rosen

I am the author of LinkedIn Marketing: An Hour a Day (http://amazon.com/author/linkedinexpert) and am here to make LinkedIn and social media work for you!

• Forbes Top 20 Women in Social Media (2011, 2012, 2013)
• Forbes Top 50 Most Influential People in Social Media (2011, 2012, 2013)
• TopRank's 25 Women Who Rock Social Media in 2011, 2012
• BigMoneyWeb's 200 most fearless women on the web
• Listed by Mari Smith for the niche quality of a social media superstar
• Over 12K Endorsements on LinkedIn
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Latest posts by Viveka von Rosen (see all)

LinkedIn is a great tool for finding prospects for your business.  But then what?  You found someone, you might have even used eMailProspector to get their phone number and email and reached out to them. But what if they don’t respond?  Or even if they respond, what do you do with them?

The best way I know to keep a prospect active and engaged is by keeping in touch with them on a regular basis (and by regular I mean 2x a month – not 2x a day!)   I don’t mean hounding their answering machine – but rather, stay in touch and top of mind with them by sending – sparingly – information they might find useful.  And the best way to do that is to use LinkedIn Contacts.

Staying top of mind

How to stay Top Of Mind with Top Prospects on LinkedIn

  1. Find your prospect (through LinkedIn’s Advanced Search or through eMailProspector.)
  2. Do your research!  Read their profile, look them up on Google or use eMailProspector to find PR about them and their company.  If you have the paid account, make copious notes in the “Notes” section of their profile (under “Relationship”.  If you have the free account you have to wait until they accept your invitation to use the Notes section – so keep your notes in a word doc of CRM if you use one.
  3. Invite a prospect to connect with you (through a group is usually the best way).
  4. Try and set up a meeting with them  – informational interviews work best.  Remember – you want to find out about them – not pitch your product or service. Make notes about that conversation right in their profile as well.
  5. Set a reminder to once a month to send an article of interest to that top prospect.
  6. Find a blog post or article using LinkedIn’s new Influencer Article search (see below) and share it.
  7. Rinse and repeat (a few times a month)

Its not rocket science – but it sure is effective!

Download your free trial here:- eMail Prospector

 

 

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Help! LinkedIn needs Email Address for New Connections I invite!

Help! LinkedIn needs Email Address for New Connections I invite!

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

LinkedIn’s great for sales prospecting. It’s easy to get super-enthusiastic and start connecting with all the potential prospects you can find in their 250-million+ network… until LinkedIn asks you for an email address for every new connection request!

Linkedin Connection Request asking for email address

Why do you see this? That’s because you’ve violated LinkedIn’s user agreement. You have sent invitations previously to people who you don’t know. And those people have marked your invitation as SPAM or IDK (I-Dont-Know).

At this point, won’t see the other connection options you “used to” see.

“But I met him at the conference last year, I just don’t have his email address”, you say… All right, I hear you. Let’s solve this. We have to find his email address. Let’s use the Internet. 3 Steps.

Lets use these 3 samples for our learning:

Name Company Email
Hassaan Sophie eGrabber ?
Taylor Custer OrgSync ?
Laurie Robison Winshuttle ?

The 3 Steps to finding anyone’s email address

  1. Search google for his Name + Company + the “email” keyword ( this Google search solves Hassaan’s email )
  2. If that does not work,
    Search google for her Name + WebDomain ( this Google search solves Taylor’s email )
  3. and if that does not work,
    Search google for her colleagues’ email addresses, and guess her email address.
    ( search shows dominant email format in the Winshuttle company is FirstName.LastName )

Here are the results of our exercise:

Name Company Email
Hassaan Sophie eGrabber hassaan.sophie@egrabber.com
Taylor Custer OrgSync tcuster@orgsync.com
Laurie Robison Winshuttle laurie.robison@winshuttle.com

By most chances, they would have linked their business email address with their LinkedIn accounts. Be-warned, this works most-of-the time, especially for those who are active on LinkedIn. But there is no other better way.

Happy Prospecting!

Searching for email addresses like this typically takes upto 10 minutes per contact.

That’s why we built Email Prospector Tool. so you can have a software searching for email addresses in less than 1 minute..  Download a fully functional copy of Email-Prospector today. Works for 7 days, you keep all the prospect email addresses you get.

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