B2B LeadGen Tips & Tools

Lead Generation for Outsourcing Companies is a tiresome and time-consuming task. A lot of companies struggle a lot to get new clients for outsourcing business.

One of the best ways to look for new clients is job boards. Why? Because companies post ads on job boards to hiring software engineers. But you will have to manually visit multiple job boards to look for companies that are hiring software engineers.

You will have to build a list, eliminate duplicate entries - because companies post ads on multiple job boards for multiple locations, positions, etc. You will have to manually swift through hundreds of job postings, remove the duplicates and build a list. It is a tedious task. This is where a tool such as JobGrabber comes in handy. 

With JobGrabber, you can get new clients for outsourcing business in a single click. With a click of a button, you get the list of companies that are hiring offshore developers/software engineers. You don’t need to worry about duplicates. JobGrabber does that for you.

What’s more? You also get the CXO list for companies hiring software engineers. JobGrabber gets you the CXO name, email ID, phone number and LinkedIn ID. 

You can reach out to those CXOs immediately and get clients for your outsourcing business in no time.  

Job boards are one of the best places for staffing and recruiting agencies to find new clients. Yes, it is a place where companies post job ads to attract the best talent.

It is a great opportunity for staffing & recruiting companies as well as individual recruiters to look for prospective clients - companies who are hiring / posting job ads. 

Building a list of companies (that are hiring) from job boards is a daunting task. Companies don’t stick to a particular job board. They post on multiple job boards. Also, if they have multiple positions, locations, experience, skill set the work gets even harder.

You will have to manually sift through multiple job boards and hundreds and thousands of job postings. You will have lots of duplicates. In addition, you will also have staffing companies - they also post job ads. It takes a lot of your time & effort to sort them out and build a prospective client list.

This is where a job board scraper can help you scrape job postings from job boards in no time.

You don’t have to waste your precious time anymore!

Just perform a search on the job board and click the button on your browser. The job board scraper instantly gets you the list of new clients for your staffing & recruiting agency.

You get the:

List of companies without any duplicates or staffing companies.

Direct link for decision makers in those companies.

Get more information such as industry and employee size that job boards don’t usually provide.

List of your existing clients who are hiring now.

Business email address & phone number of decision makers in companies that are hiring.

Sales development representatives always look for new prospects to acquire new clients or business. The primary goal of sales reps is to find new sales opportunities for their companies. But, it is not as easy as it is said.

You already have a list of prospects in your CRM. However, you need to look at other sources to find new prospects. Sources such as online directories, association websites, company websites, social & professional networking sites such as LinkedIn are some of the great places to look for ideal prospects.

However, you need to spend a lot of time & effort to find prospects in the above-mentioned sources. Because you will have to manually visit all the above websites, find your prospects, copy-paste them to an Excel sheet or your CRM.

The next step is to reach your ideal prospects. You need to have business email addresses and phone numbers of your prospects to reach out to them. Unfortunately, you don’t get their business email addresses & phone on the Internet. Especially, decision makers don’t leave their contact information easily on the web.

Therefore, you will have to search the Internet to find business email address and phone numbers of your prospects. It is a laborious task. You can manage to an extent if you are an expert in Boolean & Google search scripts. Otherwise it will take you days, weeks, months to get business contact information of your sales prospects. This is where a sales prospecting tool such as LeadGrabber Pro comes in handy for sales development reps.    

LeadGrabber Pro is a sales prospecting tool designed for sales development reps and lead generation teams. The sales prospecting software helps you to build high-converting prospect lists 20x faster than experts.

Irrespective of whether you are an expert or a novice, LeadGrabber Pro is easy to use but very powerful. The sales prospecting tool helps you to find the right prospects (decision makers in your target companies) and build a targeted prospect list and append business email addresses & phone for your prospects. The email addresses are automatically verified.

Social media has now become an inevitable part of our professional and personal lives. Businesses were once very reluctant to use social media but now after looking at the staggering results, a lot of companies have started using social media. People are also very much connected beyond their cultural and geographical boundaries.

Let us see how social media fares well in generating sales leads. A study reveals some interesting facts that can help you understand social media and its impact on lead generation.

Stats reveal that 77% of B2C marketers have acquired a customer via Facebook. Around 34% of marketers have generated leads via Twitter and 20% of those leads have ended in a sale.

Similarly, another important source that plays a very important role in lead generation is LinkedIn. Studies reveal that LinkedIn is 277% more effective in generating B2B sales leads than Facebook and Twitter. About 77% of B2B marketers say that they have acquired a customer via LinkedIn.

Stats further reveal that nearly 84% of B2B companies are using some form of social media marketing and the best-in-class companies are able to generate 3X of their share of all leads from social media.

Social media provides almost double the amount of leads that you would often generate from other marketing channels such as trade shows, PPC, direct mail and telemarketing. Finally, the social media lead conversion rate is 13% higher than average lead conversion rate.

The above stats reveal that the impact of social media on lead generation is very significant and therefore it is wise to use social media as one of lead generation strategies and make the most out of it. 

One of the main factors that will help you to increase your chances of conversion is reaching your prospects as quickly as possible. Studies reveal that chances for conversion are high when you reach your prospect the moment she downloads your ebook or fills up the contact form.

Another important factor that will help you convert your prospects into customers is persistence. You got to try reaching them diligently. Sometimes it might take 4 or 5 attempts to reach them. But persistence helps. However, see to that you don't annoy them.

Timing is also equally important. A lot of parameters such as time zone, availability, convenience and many such things are there that will determine your success. You got to know the best day and time to call or email your prospects. It plays a very vital role in converting your prospects into customers. 

B2B lead generation is all about pace and accuracy. You got to generate leads as quickly as possible and at the same time, it should be qualified sales leads that are reachable.

It might seem to be a cool and simple thing to do but in reality, it isn't. Generating B2B leads is one of the major challenges faced by sales and marketing professionals.

Some of the major challenges in generating leads are:

Finding decision makers and reaching them - Identifying the right person and reaching them at the right time is very important in B2B sales. But that is not an easy task. Decision makers are mostly C-level executives whose contact information is not easily found on the web or social networks. You have to spend a great deal of time to first identify them from the Internet and then you need to perform deep web searches to find their contact information.

Finding prospects with specific job titles - If your target audience is from a niche market, then things might get even worse. You cannot find them easily; they have rare job titles that are hard to find.

Building a ready-to-contact B2B prospect list - An accurate, ready-to-dial prospect list is one of the most powerful tools a sales person can have. But to build a list you got to use various list building methods.

You can address all of the above challenges by generating leads & building lists manually which will take a lot of your time and resources or opt to buy/rent lists that are highly expensive. In both the cases, you are compromising either on time or accuracy which can cost you dearly. This is where a B2B lead generation software such as LeadGrabber Pro can be handy.

LeadGrabber Pro is a powerful B2B lead generation software that helps you to easily and effortlessly generate B2B leads. You can generate any number of leads from any industry vertical/horizontal.  

The software helps you to find decision makers at ease. Say you have a list of 500 companies. Just import into LeadGrabber Pro and with a click of a button, you can find decision makers from those companies. What's more? You can also append the missing email and phone numbers of those decision makers. Maybe you can run the tool overnight and the list is ready the next morning.  

The B2B lead generation tool helps you find prospects with specific job titles and helps you build B2B lists in no time.

With LeadGrabber Pro, you don't need to compromise on time or accuracy. It helps you save a lot of time and helps you find the updated prospect information.

LeadGrabber will take care of your B2B lead generation while you can focus on closing more sales!

A verified business email address is a powerful tool that can help you reach your prospect without intruding into her busy schedule. When your prospect is hopping from one meeting to another or in a meeting with her clients, your unsolicited phone call can really annoy her. Chances of rejection are very high even though you have a great product or service that can benefit her. You miss your opportunity right away.

But imagine, if you send a well-written, personalized email about how your product or service can really help solve your prospect's problems and how it can benefit her, chances are high that you might receive a response from her, isn't it? It also helps you build relationships with your prospects which will help you in the long run. This is cool and looks quite easy. But in reality, it isn't.

Finding business email addresses is one of the major challenges faced by sales persons. Your prospects might get their email addresses listed somewhere on the Internet and some may not disclose their contact information anywhere. Finding email addresses gets even tougher. 

Most of the times, you will only have the name and company name without any contact information. So you have to manually look into their company website - about page, contact page, privacy policy page, press releases, etc. If you don't find it, you have to search on the Internet, look into their LinkedIn profiles, Facebook, Twitter, blogs, associations, etc. So you have to visit these sources manually to find email addresses. This process is to find email address for one contact; imagine if you have a list of 1000 or 2000 contacts. This is where LeadGrabber becomes handy.

LeadGrabber is a powerful tool that can help you append verified business email address of your prospects in a single click. All you need to have is the name and company name of your prospects. It's patented email appending technology performs deep-web searches and displays the verified business email address instantly. LeadGrabber can help you to quickly append business email addresses of your prospects.  

If you have a list of prospects with name and company name, LeadGrabber helps you to append verified business email addresses in a click. If you don't have anything to start with, LeadGrabber helps you find targeted contacts and then helps you append business email addresses.

LeadGrabber helps you reach your prospects in no time.

LinkedIn is one of the best B2B networking tools that help you to identify, connect and communicate with business professionals across the globe.

The following stats will help you understand why you should use LinkedIn for Sales Prospecting.

Why use LinkedIn?

1 in 3 professionals in the world are LinkedIn users.

Two new LinkedIn users are added every second.

You can connect to professionals from about 200 countries.

Total number of LinkedIn users – 350 million and it’s increasing every second!

LinkedIn Profile

The first and most important thing to do on LinkedIn is to create a complete and compelling LinkedIn profile. Why?

Profiles that are 100% complete are 40% more likely to receive opportunities.

25 million profiles are viewed every day.

There are 4 million company pages.

Finally, only 51% of users have a complete profile.

Build relationships & expand your network

LinkedIn is a place where you can start conversations, connect and build relationships with millions of professionals. Don’t sell before building relationships.

41% believe LinkedIn has helped them build new relationships with potential customers.

89% believe LinkedIn helped grow their network and develop their businesses.

38% believe LinkedIn has helped them improve the efficiency of face-to-face networking.  

Top level executives (20%) use LinkedIn for industry networking.

Middle management professionals (25%) use LinkedIn to keep in touch with people in their industry.

Close to 30% users use LinkedIn to generate business leads.

LinkedIn Groups

LinkedIn Groups is one of the best places to connect and engage with your prospects and peers. It helps you start meaningful conversations and build relationships.

There are 2.1 million LinkedIn Groups.

In LinkedIn Groups, 200 conversations take place in a minute.

8000 LinkedIn Groups are created every week.

On an average, LinkedIn users join 7 groups.

LinkedIn Marketing Strategy

Use groups to reach your target market.

Send direct messages to your connections and group members.

Post relevant content for your audience.

Use LinkedIn Ads to target individuals with specific criteria.

Webinars can help you convert your prospects into sales leads. But you got to plan and organize them to leverage its potential.

Try the following:

Offer something of great value in return for your prospects' time. It helps you increase the sign-ups.

Focus your webinar on the challenges & needs of your prospects.

Make your prospects understand the pain point first and then introduce your solution.

Include your landing page link on the slide or you can even email them the link.

Keep in touch with your attendees – send them an email when you update your blog, write a white paper or your next webinar date, etc.

Company updates are one of the best ways to engage your audience. To make it effective, try the following:  

When posting updates, add your point of view, include a call-to-action such as a link, and ask meaningful questions to engage your audience.

Post rich media - images and YouTube videos - and encourage them to share.

Share content that is relevant, interesting and valuable.

Create an editorial calendar to post and manage your updates.

Engage with your audience through comments.

Experiment with various types of content to know your audience's likes and dislikes.

Measure the outcome, analyze and fine-tune your strategy.

LinkedIn Sales Navigator is a premium feature that enables you to get relevant & periodic updates on your accounts and leads.

You can:

Know when your leads change roles, have an anniversary or connect with someone in your network.

Know what your leads care about.

Get vital information about your accounts.

See when people or companies get mentioned in the news.

Identify new potential contacts or decision makers when companies hire new people.    

LinkedIn is one of the best places to find your prospects. However, to sell on LinkedIn, you got to try the following:

Create a perfect profile that demonstrates your/your company's accomplishments. Add a photo, headline, summary, relevant videos, presentations, and recommendations from your customers. Mention why you are different from the crowd. 

Find the right people - decision makers - using various search options.

Get sufficient information about your prospects’ business.

Reach your decision makers using LinkedIn’s InMail or get introductions through mutual connections.

Email is one of the best ways to reach your prospects. However, there are certain things that you need to avoid in a sales email.

Don't use titles that are irrelevant to your prospects or their business.

Don't use the first few words of your email to say about your company/products. If the title and the first few words don't entice them, they will just delete it. 

Don't fill your email with graphic images. Spam filters might block your email and it also takes a lot of space.

Don't include large chunks of information. Keep it short and to the point.

Don't send the same email to the same person again and again.

LinkedIn is undoubtedly the most effective social networking site used by marketers. To leverage its potential, you got to follow some best practices.

 Try the following:

Accept all incoming connection requests. Also connect with people after conferences, tradeshows, meetings, etc.

Post content that is valuable and useful to your network.

Add your company, blog, twitter links to your LinkedIn account.

Add LinkedIn button to your email signature, website and blog.

Follow companies - prospects & competitors.

Join groups in which your targeted audience are and groups that are relevant to your business.