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Here are few companies examples:

• Companies with up to 200 employees, that are based in Sydney;
• Co. with 200-500 employees, that are based in New York and work in finance industry;
• With above 500 employees that are public and work in telecommunication industry;
• And companies that are medium-sized and sell pre-packaged software solutions, but have limited marketing personnel.

Therefore, we start with creation of list of potential companies. Based on the proposed demographics, we can build up a list of companies as a result. These list are usually generated from LinkedIn, Yellow Pages, Data.com and in addition other alike portals where we have premium accounts.

From here on, as the list comes from web generators, in most of the cases, it needs to be cleaned. Under those circumstances, this step is vital to remove all the non-existing and non-relevant companies from the list avoiding additional effort in engaging them.

Consequently, the service envisions a person, manually going over each company and accordingly checks if the website still exists, if the company exists, and if exists whether it satisfies the initial pre-agreed criteria.

Recommended: How To Do B2B Lead Generation For Your SME (Part 2: The B2B Lead Generation Process)

For instance, here are few examples of criteria:

• Have a very fancy website
• Doesn’t have contact details on their web
• Without recently updated posts on Facebook/LinkedIn/Twitter
• Does not have forum on their page
• Have published prices for their products/services
• With annual turnover of above $1.000.000
• Use a lot of partners to sell

In effect, once the criteria are being defined, we will manually go over each company and grade it based on the criteria.

Recommended: How To Do B2B Lead Generation For Your SME (Part 3: Warm Leads)

In the final analysis, we start with finding Company’s decision maker and their e-mail address. Altogether, companies that scored above a predefined threshold in Step 5, will be in the final list of companies. Furthermore, for these companies we will find their decision maker and his personal e-mail address. In fact, we have several tools and control mechanisms for this, which guarantees only valid e-mails.

Read: How Lead Generation Helps You Conquer The Sale

To demonstrate, the final output will be an Excel file that will contain the following columns:

Also it can have any other additional column like person LinkedIn profile, or Company LinkedIn profile, or physical address, etc.