How Inside Sales representatives reach their targeted prospects?

As an Inside Sales representative, you should know EXACTLY what your target audience looks for, wants, needs, interested in, understands and thinks. If you don’t have this, you will end up playing your cards wrongly. On the other hand, having this handy will help you generate qualified and actionable sales leads.

How are leads generated?
There are different ways to generate lead lists and they cost you from nothing to blood rich.

1) Generating leads manually from various online directories, phone books and websites:

Easily any one can pick up names of companies, addresses and phone numbers from a wide variety of online directories or phone books that are available on the Internet.

Apparently, there are limitations of building leads from these sources. It doesn’t answer ‘Who is the decision maker’ question. Even if you get to discover information on top-level executives from website, still you can’t make out if he is the decision maker for your product.

2) Buying list:

Another great way to generate hot “ready to buy” leads is to buy them from lead brokers and lead companies. These companies’ sole focus is to generate leads and sell them to companies like you.

The BUYING LIST option presents itself as a two edged sword with accuracy and list updating frequency WHICH determine the success ratio for Inside Sales experts.

Let’s flip the coin to see limitations. Research says that, about 10-15% of organizations relocate annually. It also emphasizes that top management attrition strikes double digit figure in a year. This means, on an average 7 to 8% of your list becomes outdated and unusable in 3 months time. Here, we are not considering the date of purchase but the date was last verified by your vendor who provided you the list.

Breaking new grounds:

At the end-of-the-day, you want targeted industry, companies, decision makers AND their contact information (email addresses and phone numbers). Making call to your non-target group, decision maker and to outdated numbers costs company an arm and leg.

Any successful Inside Sales representative will look for ‘Accuracy’ in the list and how this can be achieved by enriching the outdated  / aged / incomplete information that they have?

How eGrabber can help you overcome this problem?

eGrabber specializes in Internet Lead Generation Research.
eGrabbers products are LeadGrabber and LeadResearcher

LeadGrabber:

LeadGrabber is a B2B list building software that allows inside sales professionals to instantly build contact lists from search engines. By intelligently detecting and extracting contact information in web pages, LeadGrabber its users countless hours of doing manual extraction. Additionally, by using the built-in 100+ powerful Boolean search commands, you can build a niche list that is suited to your specific needs.

LeadGrabber starts off just like you normally would if you were building a list from the Internet – from a search engine result. Search engine results could be from Google, from social networks, professional linking sites, and online directories or from job portals. With one click! LeadGrabber opens each search engine result and intelligently detects and extracts contact information such as name, company, job title, email, phone, fax, address, etc.

Visit www.egrabber.com/leadgrabber/ for more information.

LeadResearcher

LeadResearcher is a powerful and intelligent tool that quickly finds the missing contact information of your contacts based on the first name, last name and company name. It enables you to process multiple contacts at a time.

LeadResearcher (desktop based) software leverages this real time, targeted information to instantly find the missing/updated contact information that any inside sales professional is looking for.

Who can use LeadGrabber and LeadResearcher?
Sales and Marketing professionals
Recruiters

Any one who uses social / professional networking sites to build lead list and

Any one who wants to update their aged database?

It supports MS Excel, MS Outlook, ACT!, Salesforce.com and PC Recruiter.

Visit www.egrabber.com/leadresearcherpro for more information.

How to find verified business Email addresses?

The let down fact is we don’t have a master list of all the email addresses in the world like we have one for Telephone numbers called Telephone directories. To make this master email directory, every organization that provides email addresses to their employees would have to do additions/removals to a master list. As this looks good on papers, administering and managing them globally would be a Herculean task, you cannot even think of it. 

Then, getting corporate email addresses is still an unattainable task? Do we really have some options?

Directories:

There are some email address directories are available but they are limited. They find email addresses by crawling around the web pages like a spider.

Here are some web directories that you can use to look for an address:

123people.com

Yahoo’s people finder

Mesa – Meta Email Search Agent

WhoWhere? and more.

As people move, it can be easy to lose touch with your customers, so the million dollar question here is accuracy and email address updating frequency.

Search the Web:

Another way to find the email address is to search them on the search engines (Internet). Use the below strings in www.google.com to find out the company email addresses from Internet.

The above strings help you to find out the email addresses of the given company name that found on search engine.

And to find all employee's email addresses of a company from the internet; Just use the below search string;

"*"@companywebsitename.com (Use quotes & replace companywebsitename with the company you want to find).

Every company has a unique email addresses structure, which you can leverage in your search efforts, using advanced search operators.

For example:

"firstname.lastname@companyname.com"; or "firstinitial.lastname@companyname.com"; or you can also follow the below methods; site:companywebsitename.com + firstname.lastname@companywebsitename.com site:companywebsite.com + lastname.firstname@companywebsitename.com site:companywebsite.com + firstnamelastname@companywebsitename.com site:companywebsite.com + firstname@companywebsitename.com site:companywebsite.com + firstname_lastname@companywebsitename.com

Some search engines that you can rely up on are;

Google

Yahoo

Metacrawler – It searches the search engines to get the results.

The flip side is, it’s a mundane activity, and you will have to manually do searches on the Internet. Almost, half of your day has to be devoted for this activity for just finding few email addresses. Just imagine how this goes well with the size of the database that Sales, Marketing & Recruiters have?

Don’t you think it will be good if you have some email finding tool that crawls through the Internet and finds email addresses that are hard-to-uncover?  All you need is just enter the person’s first name, last name and company name. The software will help you find business email addresses that you are looking for. Doesn’t this sound interesting?

Yes!!!!!!!!!!!

Try eGrabber’s eMail-Prospector Pro – email finding tool that finds business email addresses and phone numbers of contacts in seconds.

What's more? It automatically verifies the business email addresses that were found.

You don't have to verify email addresses separately!

eMail-Prospector Pro helps you to find verified business email address of any prospect - CEO / CFO email addresses of any company, decision makers' business email address, VP / Director / CXO contact information from social networks.

Try eMail-Prospector Pro for FREE and find 50 business email addresses!

How telemarketers are finding the companies & decision maker contact information from the internet?

Telemarketing is one of the effective and efficient ways of contacting prospects and drives them for sales conversions.

In B2B Telemarketing, unless you know EXACTLY what your target group looks for, wants, needs, thinks, interested in and understands, you will end up playing your cards wrongly. On the other hand, having this information handy will increase the success ration of your telemarketing activities.

Having said that, HOW telemarketers reach their target audience?

There are many ways of acquiring telemarketing lists ranging from nothing to blood rich. Easily any one can pick up names of companies, phone numbers, email addresses from wide variety of online directories or phone books. Apparently, the limitations of building lead lists from these methods are much generalized and almost all the times you are also bowled out with ‘Who do I call’ question. Even if you get to discover information on top-level executives from website, still you can’t make out if he is in-charge person making decisions for your product.

Lets look at the option of PURCHASING LIST as two edged sword with accuracy and selection criteria that sovereigns the success ration of telemarketers.

Let’s flip the other side of the coin to see its limitations, about 20-30% of organizations relocate annually. This means, on an average any accurate list that you have is becoming 7 to 8% inaccurate in 3 months time. Here, we are not considering the date of purchase but the date was last verified by your vendor who provided you the list.

Telemarketing – breaking new grounds:

At the end-of-the-day as a telemarketing person, I want targeted industry, companies, decision makers AND their contact information (email addresses and contact numbers). Making call to your non-target group, in-charge person and to outdated numbers costs company an arm and leg.

Mantra for any successful telemarketer is ‘Accuracy’, how this can be achieved by enriching the outdated / aged / incomplete information that they have?

eGrabber’s LeadResearcher Pro (desktop based) software leverages this real time, targeted information to instantly find the missing/updated contact information that any sales and marketing professional is looking for.

Who can use LeadResearcher Pro?

1)    Sales and recruiting professionals

2)    Any one who uses social / professional networking sites to generate leads and

3)    Any one who wants to update their aged database.

It supports MS Excel, MS Outlook, ACT!, Salesforce.com and PC Recruiter.

Visit www.egrabber.com/leadresearcherpro for more information.

How to find a Company's Employees from Google, Yahoo and Bing

Not all companies list their staff on their website, but many do and the site search technique is a wonderful way to find them.

The Google search syntax for this search is as follows:

site:URL (Job Title)

For example, if you are looking for profiles of people in the Executive Management at say Kforce Inc., the Google search script will be:

site:kforce.com (Executive Management)

Clicking on the first result will take you to the company's webpage where their leadership is listed.

This particular command works in all the 3 major search engines - Google, Yahoo and Bing.