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Category: Sales Prospecting

LinkedIn indisputably is one of the largest database of C-level decision makers and it is one of the best places to generate leads. 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, build multiple sets / categories of prospect lists and generate leads from LinkedIn.

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 mode!

Look at the simple 3-step illustration below to know how you can generate leads from LinkedIn Saved searches.

Step-1: Search for your target prospects

LinkedIn Sales Navigator enables you to search for your targeted prospects using search filters.

Let us try and search for “Vice President”. Select your preferences based on title, location and other demographics. After using relevant search filters, click Search.

Step-2: Click Save search of your results page

LinkedIn displays the results based on the search criteria. Click on Save search on the top right side of your results page.

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.

You can customize and create multiple saved searches. You can quickly run those searches again in future as well.

Generate Leads from LinkedIn Faster than Experts  

As soon as you receive people profiles (from saved search) in your mailbox, use LeadGrabber Pro to find business email addresses and phone numbers of your prospects. The LinkedIn prospecting tool helps you to build targeted prospect lists along with verified business email address and phone numbers of C-level decision makers. You can instantly transfer your leads to Excel, Outlook, Salesforce, etc. Start reaching your decision makers on their business email and phone, and kick start your business with them.

Speed up LinkedIn Prospecting, generate targeted sales leads & increase sales conversions!

Download FREE Trial Today, Get 150 Contacts for FREE!

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If you are b2b sales hunter & find prospects one at a time, eGrabber eMail-Prospector provides 10x more value & benefits over SalesLoft Prospector.

Here is a quick overview

We are doing  a weekly free drawing for eGrabber email prospector please enter your name & company in this Trial Signup Page.

– Give eGrabber’s $1,195/year product a try

It’s 50 contacts for free. 50 contacts for your pipeline.

We have had some people ask, what the differences are between eGrabber LeadGrabber and Salesloft prospector. So I asked eGrabber Founder/CEO, Chandra Bodapati, a few questions.

What is the biggest advantage of the eGrabber solution over SalesLoft Prospector?

There are several advantages, let me highlight two ;

Our first advantage is, in addition to appending contact info for each prospect (like Salesloft does), we also find & append contact info of the prospect’s co-worker network. These additional emails of co-workers gives eGrabber users alternate paths to engage prospect, if direct contact fails.

It’s a well-known fact that people & executives in particular, are more likely to open emails from co-workers than strangers. Our co-worker email output gives more ways for users to network & get their message delivered to their prospects. This has the potential to double number of appointments & deals closed.

The co-worker emails feature is so helpful in reaching prospects that users who already have direct contact info of prospects, still use our tool to get co-worker research!

The co-worker emails also comes in handy when a prospect is not discoverable on the Internet. This happens if the prospect joined company recently or is just not active on the internet.

Why depend on one apple alone? Why not target the whole branch of co-worker apples? You are interested in the company signing on to your product or service. We provide you multiple ways to get into your account; multiple ways to get your target prospect’s attention.

You said 2 big advantages, what is the other one?

Our product costs 1/10th of Salesloft Prospector even though it is more accurate & delivers more research.
Users get better ROI with the eGrabber solution. I’ve written in detail about this in my blog article, but let me summarize things for you here.

– Our $3,495/yr product lets you research 12,000 prospects a month, while Salesloft gets you ONLY 350 per month.

– We just introduced an even more affordable $1,195/year version, that lets you research 1,000+ prospects per month.

Can’t Salesloft claim to be more accurate too?

We are likely to be more accurate because, we shipped our product a couple of years before Salesloft did; we invented this product category (see our list of patents below); We spent more R&D years perfecting our technology;

• Methods and systems for determining email addresses – US Patent
• Automated way to Research Web & deep web – US Patent
• Detecting Duplicates Like Humans Do (Ex Bob = Robert)- US Patent
• Method to extract contact info from Web pages & Emails – US Patent
• And we got many more secret sauces ….

Why does eGrabber cost so much less than Salesloft?

We are able to deliver for lower cost, because of the way we designed our solution and who we market it to.

eGrabber costs less because our solution uses your PC & internet to store data & conduct research, while Salesloft does it on an expensive cloud infrastructure. So, we don’t incur costs associated with maintaining expensive web-servers, server data bases & Internet connection for every user on the cloud. We pass on the savings to you.

Another reason we can keep our costs lower, we don’t incur large marketing & sales expenses & huge trade show budgets Salesloft incurs in targeting Enterprise customers. Our customers are budget conscious list builders who we reach through email, phone, web & webinars. (see below for more details).

What does a typical eGrabber customer look like?

Our typical user, works on PC, builds prospect list from the web & works independently. They upload lists into their emailing system or CRM to start the next stage of prospecting.

Anything else you want to say to a prospect considering eGrabber?

eGrabber has been specializing in developing automation tools for B2B prospect list building for 15+ years. We have a hardcore R&D team that have helped us get 4+ US Patents, with more pending. We have products ranging from $1,000 to $3,500 that we have sold to 100,000+ companies.

We provide an excellent support & training infrastructure. We know how to serve small teams. Our head quarters is located in San Jose, CA.

We look forward to having you on-board as a customer.

Please download our trial version
https://www.egrabber.com/emailprospector/trial.html  and here’s how to use eMail-Prospector https://www.egrabber.com/blog/sales-prospecting-tool/how-to-use-email-prospector/

Image credits: Liz West and LucieG-Stock

One of the key things any seasoned sales professional will agree with is that sales happen majorly due to the prospects’ trust on the sales person than on the product or service. While a good product or service triggers the sale process, it is the selling mechanism that actually instils the confidence in the prospects and translates them into customers. It is better understood if I say that sellers, but not the offerings are the key differentiators in today’s competitive market place.

In a webinar, Connie Kadansky, a professional sales coach shares some workable insights on effective prospecting and beating the sales call reluctance.

The recent times have witnessed a paradigm shift in B2B 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. B2B 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 B2B prospecting on LinkedIn

How eMail-Prospector Pro helps you in B2B Prospecting?

eMail-Prospector Pro 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 address 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.

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!!

Download your FREE Trial Today, Get 50 Contacts FREE!

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