Are you spending way too much time crawling through useless leads from your B2B lead generation tool?
It's tedious. And it's not making you money.
Lead411 has an alternative.
News stories & press releases on important company events delivered to your inbox. Nicely organized into one daily report.
I have a lot more research creativity when I read stories, as compared to looking at companies based on static & semi-static company information, like headcount.
First, a quick look at searching by company information.
Searching for B2B leads by company information: pros & cons
Using a lead search tool that searches by company information works well when you have three things:
- 1Your Ideal Paying Client (IPC) can be identified by high level criteria that’s easy to store in a database, like location and industry
- 2Company information that's being searched doesn't change
- 3You don't have to do tons of research on the search results. The search criteria options are specific enough to do the work for you
A search for law firms in New York will produce a good list of leads.
Industry code ”legal services” (or something similar) and location = “New York” are high level and easy to store in a database. Most law firms will choose the industry code that you expect, so the results will give you businesses that, at least on paper, are your IPC.
Industry code and location don't change much, if at all. That means your search results will be relevant.
Refine the search to: law firms in New York with 10-49 employees.
Getting good results here has a time limit: until the data changes.
Companies grow and shrink all the time. Search results might include law firms that had 10-49 employees when the data was captured in the database, and have since increased to 95+ employees.
So, you get leads you don't want to see, law firms in New York that used to have 10-49 employees.
Quarterly database updates are nonesense. That's not frequent enough. You need current data to search, when you do the search.
Here’s an example of extra work for you because the search criteria options aren't specific enough.
Industry codes like "Computer Software" include many different kinds of businesses.
Accounting software, medical practitioner software, medical research software, CRMs, and many more.
You only want to see a segment of these leads, say just accounting software. Unfortunately, industry code values you have to choose from don't have enough granularity. You want "Accounting Computer Software". Your only choice is "Computer Software."
Keywords can help refine industry codes (industry code = "Computer Software", keyword = "Accounting".) Success depends on using keywords the business has on their website or social media pages, which you won't know because you haven't found them yet.
Enter Lead411 news notifications
News stories are easier to absorb than lists of companies with common characteristic, like location.
News stories inspire sales opportunity ideas.
This is what I love about Lead411 news notifications.
You get a daily email about companies that have recently had specific types of events.
New hires, new funding, bankrupties, and more.
As an example, a new VP hire could mean a VP who will buy from you, when the last VP wouldn’t answer your calls. The news story will give you the new VP's name, so you can look them up before you call.
It's news, so it's current and accurate (excluding human error, of course.)
Lead411 triggers that drive the emails are super easy to set up.
Each trigger is a type of event. Triggers can be filtered by critera like state, employee size, etc.
You can also follow specific companies.
Here's a snippet of what you get in your inbox.
This report is exactly what I need to decide if I want to investigate further.
Company name, location, funding amount, where the money’s going, and press release date.
There a link for more company info that Lead411 has, and a link to the source publication.
Lead411 publication coverage is thorough
In the screen shot below you can see the range of industries that are represented.
Saas (Software As a Service,) schools, retail apparel, and more.
Retail apparel?
Pendleton Woolen Mills hired a new town manager.
That caught my attention.
I wouldn’t have come across this company other than via this email.
It’s more than that.
The presentation is motivating.
Each event is a sales opportunity, not just a "lead."
The source publication gives you insights that you can’t get from a report of numbers.
It’s also gives you a way to start a conversation with your prospect.
Wrapping up
Finding B2B leads by significant company event notification can be easier than searching by static & semi-static company information.
The events are always current.
The stories give you ideas for sales opportunities and company insights. Not to mention, knowing what's going on in your prospect's company is a good conversation starter.
Lead411 offers a 7 day free trial.
Are you going to give it a try?
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