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

1. Leads Research Guide
How to find people online
for business development
http://creativeagencysecrets.com

2. First find your company
Easy steps to research your target:
Google www.google.com – the biggest and best
– use them. Find the home URL; go read the
company website.
http://creativeagencysecrets.com

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)
http://creativeagencysecrets.com

4. Go to the Company site
• www.charlesrussell.co.uk
• 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)
http://creativeagencysecrets.com

5. Hoovers
Hoovers www.hoovers.com partly free / partly
paid for company information
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6. Dun and Bradstreet
• Dun and Bradstreet www.dnb.com paid for
company information and credit checks
• Best for listed, public companies and large
organisations
http://creativeagencysecrets.com

7. Now drill down to the people
• Finding the right person – start at the top.
• Hoovers gives top executives’ names free
http://creativeagencysecrets.com

8. Check other people-related sites
Top 3 sites for personal contact information
• Linked In – www.linkedin.com
• Zoom Info – www.zoominfo.com
• Jigsaw – www.jigsaw.com
All have free and paid-for options.
http://creativeagencysecrets.com

9. Compare free information
• Jigsaw vs ZoomInfo for Charles Russell LLP
Jigsaw: 197 people listed
And verified.
ZoomInfo: 76 people
Listed and verified
http://creativeagencysecrets.com

10. Finding the right person
• Jigsaw has 4 marketing people listed
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11. Director of Marketing
• Jigsaw Contact details published... get more
detail with paid-for addon
http://creativeagencysecrets.com

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
http://creativeagencysecrets.com

13. ZoomInfo’s “CE” Account
• ZoomInfo offers access to some data in
exchange for checking / updating information
through their Community Edition
• Contact details
http://creativeagencysecrets.com

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.
http://creativeagencysecrets.com

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
http://creativeagencysecrets.com

16. Finding Daryl
• So, we found his name on both Jigsaw and
ZoomInfo
• Then, refer back to corporate site for details
http://creativeagencysecrets.com

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!
http://creativeagencysecrets.com

18. Get in touch
• Have a free 20 minute phone briefing with us
– Tell us about your situation
– Ask questions
– Get quick advice
• rebecca@creativeagencysecrets.com
http://creativeagencysecrets.com