Lead generation · B2B

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.

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. 

Michael Brill Technology startup exec focused on AI-driven products

December 3rd, 2015

Thanks everyone. Quick report:

* Left message for Rob
* Data.com was 0 for 7 lookups
* Datanyze was 0 for 7 lookups
* Kickfire is pretty sweet... it had contacts for 5 of 7. Only a couple were the right role though. Need to try some more to see whether it'll ultimately be more efficient than a human.


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. 

David Antila Managing Partner, Product Strategy Partners

December 3rd, 2015

Some other resources (nicely aggregated in these blog posts) that I've used over time to dig for emails. 
http://www.yesware.com/blog/find-email-addresses/
http://www.interactually.com/how-to-find-email-address-of-any-position-within-any-company/
https://www.distilled.net/blog/miscellaneous/find-almost-anybodys-email-address/

FWIW this post was info-dense, but I did not vet any companies that were not in the lists above:
https://www.quora.com/What-is-the-best-B2B-lead-list-company


Missing Crushpad... :-),
DEA

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. 

Michael Brill Technology startup exec focused on AI-driven products

December 3rd, 2015

Steven, I think that'll be what we do. I'm helping a friend who is literally working off of index cards (and doing !@#$%^ amazing well at that). 

Michael Brill Technology startup exec focused on AI-driven products

December 3rd, 2015

Hey David. Thanks for the info... yeah, I sorta miss Crushpad as well. Working on a new Title III investment portal for wineries. Not exactly the same, but a way to play again nonetheless.