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Tools and Techniques for Sourcing New Leads
1. Introduction:
âTools and Techniques for Sourcing New Leadsâ
Ryan Goodin Brandon Contreras
Diligent Brands Act-On Software
diligentbrands.com act-on.com
3. Intro:
How Many New Leads Needed?
⢠5 new deals per month
⢠25% close ratio
⢠Line up 20 meetings / phone calls
⢠2% of communications result in a meeting
⢠1000 new leads will produce 20 meetings
⢠500 are recycled, current or past customers,
=500 new leads per months
4. Intro:
Lead Sources
⢠Most obvious:
⢠Purchase leads
⢠Website inquiries
⢠Premium content downloads
⢠Newsletter signups
⢠Not as obvious:
⢠Extracting visitor data from analytics
⢠Searching contact lists online
⢠Networking, list swap, list rental
5. Defining and Segmenting Your Target Audience:
Who Will You Target
⢠Create a complete profile of your lead
⢠First and last name
⢠Title
⢠Phone
⢠Role
⢠Industry
⢠Geography
6. Sourcing New Leads on the Web:
Introduction to Irina Shamaeva's Methods
⢠Specializes in People Sourcing
⢠Author of http://booleanstrings.com/
⢠Methods include:
⢠Advanced search methods on Google/Bing
⢠Extracting info
7. Sourcing New Leads on the Web:
Introduction to Irina Shamaeva's Methods
⢠Search syntax:
⢠* on Google â stands for one word or
multiple words:
(* * is software engineer at Google)
⢠Email patterns:
(âemail * * navigantconsulting.comâ)
(â* accenture.comâ)
⢠No @ needed - Google ignores most special
characters
8. Sourcing New Leads on the Web:
Introduction to Irina Shamaeva's Methods
⢠Search syntax:
⢠File type search (xls, xlsx, pdf):
(filetype:xls "business development"
accenture.com)
⢠Directory search:
(intitle:"membership directory" site:com
"bar associationâ)
9. Sourcing New Leads on the Web:
Introduction to Irina Shamaeva's Methods / Related Resources
⢠Extractor - OutWit Hub:
http://www.outwit.com/products/hub/
⢠Extractor - Atomic email hunter:
http://www.massmailsoftware.com/extractweb/
⢠Email address patterns:
https://sites.google.com/site/emails4corporations/
⢠Email address patterns:
http://executivebomb.com/
10. Extracting Website Visitor Data:
Using Web Analytics
⢠ISP data, AT&T, Comcast, etc.
⢠Company name and state
⢠Pages visited
⢠Detective work required
⢠Add new contacts to the campaign daily
11. Purchasing Lead Lists:
Best Practices
Salesperson locates contact info, adds new
contact(s) to the campaign via the sales
admin dashboard
Web visitors are emailed to sales staff daily: Sales Admin Dashboard:
LOGO
13. Purchasing Lead Lists:
Best Practices
⢠Why purchase lists?
⢠Small, highly targeted lists
⢠Message development
⢠Higher response rates
14. Purchasing Lead Lists:
Best Practices
⢠Ways to segment the information:
⢠SIC - industries
⢠Job titles
⢠Geographic location
⢠Number of employees
⢠Revenue
15. Purchasing Lead Lists:
Best Practices
⢠Crowdsourced contact data:
⢠Nationwide sales force
⢠Regularly updated
⢠Receive points toward purchasing more
contacts
⢠Penalized when another salesperson
provides more up-to-date info
16. Purchasing Lead Lists:
Best Practices
⢠Issues with leads from unqualified sources:
⢠Broad information, without key data
⢠Large, un-segmented
⢠Bad addresses
17. Premium Content:
Leveraging for Lead Generation
⢠Blog post
⢠Article
⢠Whitepaper
⢠Video
⢠Audio
⢠Webinar
⢠PPT
18. Premium Content:
Leveraging for Lead Generation
⢠Demonstrate expertise
⢠Educate and inform
⢠Distribute through marketing channels
⢠Trigger a series of emails
19. Dynamic Data Gathering Forms:
Managing Campaign Participants
⢠Imported via an excel spreadsheet
⢠Entered manually via data capture forms
⢠Website forms