B2B Lead Generation
Please note: This service is only for companies that sell B2B products/services
What we offer:
Read: Why Is B2B Lead Generation Important For Startups?
Here is our 6-step approach:
If you already have a target list of companies, or you already have your criteria for grading, you can choose only the steps you need. Here are each of them in more detail specifically:
Step 1: Kick-off meeting
Recommended: How To Do B2B Lead Generation For Your SME (Part1: Ideal Account Profile)
Here are few examples of companies:
- Based in Sydney with up to 200 employees.
- Based in New York, operate in the finance industry and employ 200-500 staff.
- Public companies, operating in the telecommunications industry and employ more than 500 staff.
- Medium-sized selling pre-packaged software solutions, but have limited marketing personnel.
Step 2: Creation of list of potential companies based on defined demographics
We start with the creation of a list of potential companies. Based on the proposed demographics, we can build up a list of companies as a result. The lists are usually generated from LinkedIn, Yellow Pages, Data.com and in addition from other similar portals where we have premium accounts.
Step 3: INITIAL SCANNING OF THE COMPANIES
From here on, as the list comes from web generators, in most of the cases, it needs to be cleansed. Under these circumstances, this step is vital to remove all the non-existing and non-relevant companies from the list avoiding additional effort in engaging with them.
Consequently, the service requires a person, manually going over each company and accordingly checks if the website still exists, if the company exists and 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)
Step 4: Creation of criteria for grading the companies
For instance, here are few examples of criteria:
- Have a very fancy website.
- Do not have contact details on their website.
- Without recent posts on Facebook/LinkedIn/Twitter.
- Does not have a forum on their website.
- Have published prices for their products/services.
- With annual turnover of above $1,000,000.
- Use a lot of partners to sell.
Step 5: Grading the companies
In effect, once the criteria are defined, we will manually go over each company and grade it based on the pre-determined criteria.
Recommended: How To Do B2B Lead Generation For Your SME (Part 3: Warm Leads)
Step 6: Finding Company’s decision maker and their e-mail address
In the final analysis, we start with finding company decision makers and their e-mail addresses. Altogether, companies that scored above a pre-defined threshold in Step 5, will be on the final list of companies. Furthermore, for these companies we will find their decision maker and his e-mail address. In fact, we have several tools and control mechanisms for this, which guarantees only valid e-mails are found.
Read: How Lead Generation Helps You Conquer The Sale
As an example, the final output will be an Excel file which will contain the following columns:
| Grading | Company | Website | Name Surname | Position | E-mail address |
| 98 | Company XYZ | www.xyz.com | John Smith | CEO | john.smith@xyz.com |
| Jack Willson | Director | jack.willson@xyz.com |
Also it can have other additional columns such as personal LinkedIn profile, company LinkedIn profile or trading address etc.
Our lead generation service is fully compliant with the latest data protection laws, especially GDPR. Have a look at our privacy policy and a one page summary of how our service complies via our GDPR report.
