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B2B Leads Research Guide
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B2B Leads Research Guide


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How to research B2B leads to find the right person and their contact details online.

How to research B2B leads to find the right person and their contact details online.

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  • 1. Leads Research GuideHow to find people onlinefor business development
  • 2. First find your companyEasy steps to research your target:Google – the biggest and best – use them. Find the home URL; go read the company website.
  • 3. Be devious• Click through beyond the first page of results for best detail• Places I’ve found great contact information – Press releases – Newspaper articles – White paper authors – We’re hiring link pages – News page (often names directors)
  • 4. Go to the Company site•• You need to know the name of the person to find them in the directory• Does not allow searching using job title• Can search for legal area of expertise but corporate officers are excluded (CEO, CFO, CMO)
  • 5. HooversHoovers partly free / partly paid for company information
  • 6. Dun and Bradstreet• Dun and Bradstreet paid for company information and credit checks• Best for listed, public companies and large organisations
  • 7. Now drill down to the people• Finding the right person – start at the top.• Hoovers gives top executives’ names free
  • 8. Check other people-related sitesTop 3 sites for personal contact information• Linked In –• Zoom Info –• Jigsaw – www.jigsaw.comAll have free and paid-for options.
  • 9. Compare free information• Jigsaw vs ZoomInfo for Charles Russell LLP Jigsaw: 197 people listed And verified. ZoomInfo: 76 people Listed and verified
  • 10. Finding the right person• Jigsaw has 4 marketing people listed
  • 11. Director of Marketing• Jigsaw Contact details published... get more detail with paid-for addon
  • 12. Jigsaw’s “free” points system• You can ‘earn’ access to more detailed information by participating in Jigsaw’s reward program.• If you update records or provide access to your contact database, you earn points which can be redeemed against access to more info.• Or – you can buy a subscription
  • 13. ZoomInfo’s “CE” Account• ZoomInfo offers access to some data in exchange for checking / updating information through their Community Edition• Contact details
  • 14. Don’t forget Linked In• If you are a ‘connected’ person on Linked In – you may have the best luck working within their Companies tab.• But I wasn’t connected to the right people to get directly to the Marketing Director – I found as a possible intermediary.
  • 15. Linked In premium• Like the others, there’s a paid-for option that gives you opportunity to send unsolicited email (in-mail) and gain access to people beyond your circle.• Premium features – Function – Seniority – Email
  • 16. Finding Daryl• So, we found his name on both Jigsaw and ZoomInfo• Then, refer back to corporate site for details
  • 17. To conclude• Use free resources first – be devious• Get the 30 day free trial offers & test, test, test• Find out which of the paid-for services gives the best results for your business / market / target audience• Sign up and you’re away!
  • 18. Get in touch• Have a free 20 minute phone briefing with us – Tell us about your situation – Ask questions – Get quick advice•