B2B lead generation - how to research targets online

Leads
Research
Guide

How
to
ﬁnd
people
online

for
business
development

http://creativeagencysecrets.com

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.


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)


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)


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


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
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
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


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.


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


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 /
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

•  rebecca@creativeagencysecrets.com


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