Making the Most of Your B2B Email Lists: How to Find the Email Addresses of Potential Leads

Posted by Arvind Sehtia on Mar 3, 2015 10:00:00 AM

email-marketing-5As you probably know, when it comes to finding the email addresses of your prospects, you have two main options: you can purchase B2B email lists or you can find the addresses manually. If you choose the second option, you will have to do some detective work to find accurate data. In this post, we'll talk about some methods you can use to piece together email addresses for leads.

Before You Begin: Check Social Networks

Pulling up a potential lead's contact information on LinkedIn, Facebook, Twitter, or Google+ could save you a lot of time and effort. These days, most executives and key decision makers remove their contact information from social media, but it never hurts to try this option out before you move on to more in-depth methods.

Piecing Together an Email Address

The key thing to remember is that all email addresses can be broken down into two separate pieces: the domain and the user name. Each of these can be identified separately in order to put together the complete email address.

Read More

Topics: Email Address Verification Service,, B2B Email Lists

The Most Important B2B Cold Calling Best Practices You Should Follow

Posted by Arvind Sehtia on Feb 27, 2015 10:00:00 AM

targeted-sales-leadsCold Calling isn’t dead, but in order for it to be effective you have to go beyond the traditional approach. This means taking a few extra steps both before and during that call. To help your sales team make better, smarter B2B cold calls, follow the best practices outlined here:

Read More

Topics: Targeted Sales Leads, B2B Cold Calling List

What a Healthy Sales Revenue Chain Looks Like

Posted by Arvind Sehtia on Feb 26, 2015 10:00:00 AM

Sales Lead ListsIn order for an organization to grow, it needs to have a strong sales revenue chain. If there’s a weak link in your chain, you may find yourself in a situation where you have to work harder and harder to maintain a consistent level of sales.

At the same time, not all businesses know exactly what a strong sales revenue chain looks like or where the breakdowns are happening within their own chain. In this post, we will look at some of the most important characteristics that sales revenue chains should have. If your sales chain is missing one or more of these points, implementing them could help you get better results.

1. Clean data

When you start with good information, you’ll get good results out of your sales efforts. On the other hand, sales lead lists that are filled with duplicate entries and out-of-date contact information will leave your team wasting their time and energy chasing after the wrong prospects. Consider using a data cleansing service to clean up your company’s sales data. This will create a strong platform for your sales chain to rest upon.

Read More

Topics: New Business Leads, Sales Lead Lists

Tips to Help You Find Hundreds of New Business Leads

Posted by Arvind Sehtia on Feb 25, 2015 2:08:00 AM

google_searchA good sales staff is like a well-oiled machine, and like any other machine, it depends on having the right fuel to propel it forward. In the case of your sales team, the fuel they depend on is quality leads. Without new business leads to keep the machine running, it doesn't matter how good your sales team is; you'll soon find it grinding to a halt.

If your company is having a hard time finding quality leads for your sales team, here are a few tips you can use to find more.

1. Start with LinkedIn

Most B2B professionals are familiar with LinkedIn as a potential source for new business leads, but not all of them know just how powerful a tool it can be. Using the Advanced Search feature in LinkedIn, is a great way to find people who might be interested in your products or services.

Read More

Topics: buy B2B leads, New Business Leads

Why You Should Start Off 2015 by Using Data Cleansing Services

Posted by Arvind Sehtia on Jan 30, 2015 10:00:00 AM

5190742001_686582a865_zThe beginning of a new year is the perfect time for companies to reevaluate their selling strategies, looking for opportunities to improve in the months to come. While many companies do take advantage of this period of reflection, one area they often fail to include in the analysis is data cleansing.

Read More

Topics: Data cleansing services

B2B Sales Leads in 2015 – Why You Can’t Just Sell to One Person Anymore

Posted by Arvind Sehtia on Jan 29, 2015 10:00:00 AM

B2B Sales LeadsIn the past, categorizing B2B sales leads was a pretty simple concept: any decisions having to do with buying technology were generally made by IT leaders, meaning that you could craft your sales pitch to one person. However, this situation has changed over the years, and the changes only figure to become more pronounced going into 2015.

We are now living in a world where technology has direct applications to a variety of business processes--including marketing, sales, customer service, and more--so it should come as no surprise that B2B sales teams can no longer succeed focusing on only one type of buyer. For instance, if you're selling software that supports marketing processes, you might have to sell that software to marketing, IT, and senior management. Buying decisions are now made across departmental silos, so sales teams need to be able to craft sales messages that can account for this new reality.

Determining the buying hierarchy

While buying decisions are increasingly collaborative, there will most likely still be one person who has the final say. Identifying this person is important, as they will serve as the focus of your sales efforts.

In addition, all buying organizations will have key influencers who may not have the final say, but will provide input to those who do. In order to make the most of these key influencers, it's important that you find out who among them would benefit the most from your product, as these people can be advocates for our cause. Once you've identified these people, provide them with resources they can use to sell your offering to others within their company.

Read More

Topics: B2B sales leads, contact discovery services

Why You Should Use Lead Qualification Services to Qualify New Leads Before Having Your Sales Team Call Them

Posted by Arvind Sehtia on Jan 27, 2015 1:20:31 AM

lead qualification servicesNo matter how large a company is, one rule always holds true: all companies have a limited number of salespeople to work with. Whether your organization is a large enterprise or a small business, you must be able to make the most of those limited resources in order to ensure success. The key to making the most of your salespeople's time is making sure they aren't chasing after leads that aren't likely to convert in the near future.

Read More

Topics: lead qualification services, b2b prospecting ideas

What is a "Buying Team" and How Should You Sell to One?

Posted by Arvind Sehtia on Jan 26, 2015 10:00:00 AM

contact discovery servicesMost people know that salespeople often operate in teams, but many of them fail to realize that the reverse is also true: in many companies, particularly larger ones, buyers also operate in teams.

For salespeople, these buying teams can require an entirely different sales strategy than the one they would use when selling to an individual decision maker. That's why it's important to understand what a buying team really is, why they are different from individual buyers, and how sellers can successfully approach buying teams.

What exactly is a buying team, and why does it matter?

In many enterprise organizations, a large B2B purchase is considered too significant to leave it up to one person. In these situations, there may be one individual who gets the final say on whether or not a purchase is made, but that person will also depend on a whole team of influencers who share input and knowledge on a particular subject in order to make the decision-making process easier. This is what we are referring to when we talk about a buying team.

Read More

Topics: contact discovery services

When Segmenting Your B2B Sales Leads, How Do You Define SMBs or Mid Size Enterprise Level Companies?

Posted by Arvind Sehtia on Jan 21, 2015 9:00:00 AM

How do you define SMBs or Enterprise level companies? When it comes to your sales database, you need 14513380935_d283e4864c_mto target the right companies. But, there is no industry standard on what defines a small business and what defines an enterprise. Internally, every business creates their own definition that works for their needs.

Without a concrete definition, properly segmenting custom B2B lists can become challenging. How do you clearly communicate how your business differentiates between SMB and Enterprise level organization to a list vendor? How do you ensure that they can provide you with a list that will get results?  If you need B2B sales leads and are looking to partner with a list vendor, there are two ways to easily define the companies you’re targeting: number of employees and revenue. The key is choosing

the right definition for your company’s needs.

Number of Employees

What is your business providing? This is an important question to ask yourself. The number of employees in a business is the ideal way to differentiate between a small business and an enterprise level business.

Read More

Topics: B2B sales leads, Custom B2B Lists

Build Better Business Leads Lists with Sales Trigger Intelligence

Posted by Arvind Sehtia on Jan 14, 2015 10:00:00 AM

8474532085_6d010ee8d0_mAs a B2B marketer, you've probably heard of the concept of sales trigger intelligence when it comes to shopping for business lead lists. However, you may not understand exactly what the concept means or why it is an important part of building better lists. In this post, we'll describe what sales trigger intelligence means and share some thoughts on how you can use it to build better sales lists.

As a B2B marketer, you may have bought business leads lists based on job titles, org levels, company size, industry, geo etc. but have you ever used a list that also includes sales triggers intelligence? We have helped several customers in researching Sales Triggers unique to their products and services and finally uncover highly targeted sales opportunities.

What is Sales Trigger Intelligence?

Read More

Topics: b2b leads lists, Business lead lists

The Sales Insider Blog

The Sales Inside Inc blog is focused on impact B2B contact databases on lead generation and revenue growth. We cover best practices and insights on all aspects of databases including list building, list acquisition, data verification & cleansing, contact discovery, data enrichment etc. Please subscribe to our blog to stay abreast of industry news, trends and inside tips on these topics.