is there a magical place for b2b lead lists

 

Oh how we wish there was. Instead, lead generation is an exhausting and time consuming full-fledged job. But at the same time finding the right leads means finding new customers, so you can’t really afford not to do it.

Our team of research experts is working their ass off to find as much leads as possible hour to hour and provide our clients with leads that fit like a prom dress not ordered online. And that’s all they do. They don’t sell, they don’t make calls and they don’t update the CRM. 

Now you get the idea how long it takes to find the good perfectly targeted lead.

Still, you might decide to take on the lead generation journey yourself, so we’ll give you the map and signs that you can follow.

“In a hole in the ground there lived a hobbit.” 

Ok, there are less giant spiders and dragons, but you get the point.

What to do before you start B2B lead search?

Before you start your search for B2B leads, you will have to determine the industries and companies you want to target. Define the criteria for each company and segment them by revenue, geography, size, etc. 

You can use some databases such as Data Connect, Manta and SIC Division Structure if you’re targeting US market.

This is what sales people and marketers call Ideal Buying Persona (IBP).

Now you need to know exactly who are the decision makers in those companies. If you are not sure about their title, you can at least identify the department where your decision makers might be located such as Marketing, Sales or Manufacturing, for example. 

When it comes to titles, you will probably be targeting VPs, Managers or someone at the C-level. However, each company is different and same or similar roles can have different titles in different companies. 

This is something you should research, no matter whether you decide to search for B2B contacts yourself or save time and outsource lead generation to the professionals.

Pay attention to formatting of your lead lists and make sure it’s based on your CRM requirements so you can upload them in no time. 

The fields that you will probably need are: First name, Last name, Company, Industry, Size, Revenue, etc.

Where to begin your B2B lead search?

Firstly, check out the company’s website and LinkedIn profile. Google search can help you, but you may not always be able to find all the information that you need.

Other resources can be databases such as Zoominfo, Thomasnet or Alibaba

There is software that you can utilize (Found.ly or Unomy), but just with everything else you will need A LOT of time and expertise. 

You can always try your luck with latest technology – Account Based Selling Tools. Aside from helping you manage your accounts, they help you in finding new contacts.

You can also cut the branch you’re sitting on and buy lead lists in bulk. These lists are usually much cheaper than tailor made ones, but will cost you way more in the long run. More leads does not mean more conversions. The truth is these lists are probably scraped from web using bots and are very likely to be messy and unstructured, have many contacts that are not validated or worse to have plenty of spam traps.

How much time is spent on lead generation?

Determine the time that you should spend on lead generation and how much leads you can collect in an hour, for example. However, you may discover that the number of leads will depend on the industry, location, etc. Sometimes you will find 5 or 10 in an hour, sometimes barely one.

Don’t forget about the privacy laws that are applied in some countries, like Germany, where you are not allowed to use anyone’s contact without their permission e.i. opt-in. This is why European B2B lists may be harder to come by than USA ones.

Whatever email you find you will have to validate it, usually by calling the office of the targeted company.

Even if you do your best, there’s still a chance that you haven’t selected the right Ideal Buying Persona and that you will have to make your lists from scratch or at least update them heavily. This is just something that happens to anyone and you cannot be sure until you’ve actually sent the emails and received all the data about opens, CTRs and replies.

Lead List Enrichment

Of course, once you make your lead list the job is far from over. You might even say it’s just beginning.

You should use all your leads immediately, because the more you wait – the bigger chances are that the validated ones will become useless. People change jobs so often, that 3-6% of lead data is unusable each month, so you can’t afford to wait. 

You should maintain the, so called, “lead list hygiene” as well at least once a year. The job of validating your contacts is never done and if you keep sending your emails to the wrong contacts you are wasting time and maybe being labeled as spam.

Leads cannot be old and prepackaged. Full stop.

That is why we build our lists as soon as the contract is signed and deliver them as soon as possible to the client (every week, for example). We use publicly available databases and other resources such as LinkedIn and industry specific websites. Of course, with a lot of help from our true friend, Google.

Should you make B2B lists yourself?

This, of course, depends on the size of your team and the time you are able to spend prospecting.

If you would rather have your sales team focus on sale itself, then you should definitely spare them from the never ending job of searching for the perfect leads and outsource your lead generation efforts.

Market Republic provides sales and marketing leaders with highly targeted lead lists with leads picked by humans and guarantee you 98% data accuracy.

 

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