How to find specific individuals at known companies (b2b lead generation)?

Michael Brill Technology startup exec focused on AI-driven products

December 3rd, 2015

I am trying to find the name and, ideally, the email address of a specific set of roles (e.g., "vp sales", "sales director", etc.) at a specific set of companies (I have the name and URL for 5,000 targeted companies).

I've tried to see if I can automate some of this (crawling site, finding emails close to "sales"; searching LinkedIn), but the world is just too sloppy for this. So I think it'll require a human to google around and potentially call. Any thoughts on efficient ways to do this? Not sure if MTurk is feasible for something like this, whether I should hire a couple people to grind through, or whether there's a less dehumanizing alternative.

Anton Yakovlev Founder of four successful businesses on two continents who can help you do the same

December 3rd, 2015

Have you tried data.com?

Richard Harris Top 25 Inside Sales Leader, Public Speaker, 40 Most Inspiring Leader, Sales Trainer, Start-Up Advisor, SalesHacker

December 3rd, 2015

Hey Michael,

Old problem with lots of solutions. There are some tools that can help find them datanyze, kickfire (by visistat). But if you truly want the human element some of it can be done by upwork.

I would hear what Rob has to say first though, perhaps he's cracked the code.

Hugh Macfarlane Originator of "the buyer's journey", author of "The Leaky Funnel" and Founder & CEO of MathMarketing.

December 3rd, 2015

We use Sales Navigator (premium feature of LinkedIn) to find the names using those filters and LeadIQ to obtain the contact info and load the details into Google Docs plus Salesforce.com. Given you have the Company names you will need to load them into a filter in Lead Builder (section of LinkedIn accessible if you upgrade to Sales Navigator). Somewhat laborious process. If you run out of options drop me a note and we can discuss me reassigning some of my guys onto the job for a couple of days, but do check Rob out first. We're not a data agency but an outsourced B2B marketing company so he might be better geared for single-task stuff like this.

Richard Harris Top 25 Inside Sales Leader, Public Speaker, 40 Most Inspiring Leader, Sales Trainer, Start-Up Advisor, SalesHacker

December 3rd, 2015

Hey Michael,

One other cool thing about Kickfire is their other product (parent company) is visistat. It allows you to track companies that visit your website. You could then marry this information with kickfire and try to determine who you should be contacting.

Steven Benson CEO of BadgerMapping.com - The Best App for Field/Territory Sales

December 3rd, 2015

This sounds to me like you should hire an inside salesperson.

Rob G

December 3rd, 2015

Michael, let us know how it turns out. if you are after sales directors / sales VPs specifically the good news is that these people can typically sympathize with your plight, understand your pain and are easier to get through to and often helpful. If you don't really need high throughput (names, titles and email addresses for all 5,000 of your prospects) I would say M-turk with well defined qualifiers might work well. As part of the contact script i would ask these sales VPs/directors how they address this same issue. good luck.

Jofin Joseph Lead data diagnostics at Vibe

December 3rd, 2015

Michael,

I am late into the discussion, but I can help you with this. We have a machine + human hybrid model that can turn around with results in 24 hours. DM me if you want to try out.

- Jofin

Jessica Magoch Sales doesn't have to be a dirty word. Get more clients without being icky, sleazy, or just plain annoying.

December 4th, 2015

Hey!

I would suggest refocusing your budget and your time into sending highly personalized messages to smaller groups at a time. The likelihood that the email is flast@company.com is very high. If you are blasting large groups no matter what system you use, if they didn't opt-in you are likely getting routed to spam. You can access almost any VP of sales' public linked profile by googling: site:linkedin.com AND "name" AND "company"

Mike Atlas Senior Software Architect at Jisto Inc.

December 8th, 2015

Look into "door opener" services or specialists in your industry. They're professional networkers and will get you better results than target cold-call emails alone.

Rob Weedn

December 3rd, 2015

Michael, I can help you with this. We have automated the process and can usually turn it around in 1-2 days.

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