B2B Leads Research Guide

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Leads Research Guide

How to find people online

for business development

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

company website.

Be devious

• Click through beyond the first page of results for best detail

• Places I’ve found great contact information

– Press releases


– Press releases

– Newspaper articles

– White paper authors

– We’re hiring link pages

– News page (often names directors)

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


• Does not allow searching using job title

• Can search for legal area of expertise but corporate officers are excluded (CEO, CFO, CMO)

Hoovers

Hoovers www.hoovers.com partly free / partly paid for company information


Dun and Bradstreet

• Dun and Bradstreet www.dnb.com paid for company information and credit checks

• Best for listed, public companies and large organisations


organisations

Now drill down to the people

• Finding the right person – start at the top.

• Hoovers gives top executives’ names free


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


• Jigsaw – www.jigsaw.com

All have free and paid-for options.

Compare free information

• Jigsaw vs ZoomInfo for Charles Russell LLP

Jigsaw: 197 people listed

And verified.


ZoomInfo: 76 people

Listed and verified

Finding the right person

• Jigsaw has 4 marketing people listed


Director of Marketing

• Jigsaw Contact details published... get more detail with paid-for addon


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


• 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

ZoomInfo’s “CE” Account

• ZoomInfo offers access to some data in exchange for checking / updating information through their Community Edition

• Contact details


• Contact details

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


• But I wasn’t connected to the right people to get directly to the Marketing Director – I found as a possible intermediary.

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.


beyond your circle.

• Premium features

– Function

– Seniority

– Email

Finding Daryl

• So, we found his name on both Jigsaw and ZoomInfo

• Then, refer back to corporate site for details


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 /


the best results for your business / market / target audience

• Sign up and you’re away!

Get in touch

• Have a free 20 minute phone briefing with us

– Tell us about your situation

– Ask questions

– Get quick advice


– Get quick advice

• [email protected]

Business

B2B Leads Research Guide