Confidence in scheduling an appointment with a prospects would be an important thing for any sales person in the world.  Digital marketing may be used more frequently these days to generate leads. However, outbound email campaigns are the best when it comes to converting most qualifies opportunities.

Quality leads to prospects

Quality leads to prospects

Focusing on extracting Email Ids, here are the processes which we usually manage for prospecting various Clients across geographies, apart from leveraging via personal network.

  1. Salesloft - SalesLoft searches through social profiles on the web to find you the exact prospects you’re looking for. Add prospects to lists with one click. Once you have your list you can start qualifying leads and tracking down new leads. Backed by Google’s powerful search engine, you can target unique segments of your market easily. LinkedIn is the base for any prospecting process and its the foremost too. Integrating Salesloft with LinkedIn, Email Ids could be generated by adding our potential prospects to Salesloft extension from LinkedIn. Using LinkedIn advance search is the key to set the process up. We must know the market – which geography to be focused, which department in a company, how many employees in the company, seniority levels, etc. Once this is set up, its easy to add the contacts to Salesloft.
  2. Toofr - Using LinkedIn the niche market’s Name, Title and Website are to be extracted as the initial process again. Based on these three data points, Email Ids could be extracted from Toofr.com. Toofr figures out business email addresses using only the first and last names, and the website domain. There is a free sign-up available to extract limited Email Ids and paid service if the need is more.
  3. Zoominfo - If we have our target company list, the contact information such as Name, Title, Email Id, Phone and website could be extracted from Zoominfo.com. (This is widely used across various Clients across the world!)
  4. Mailtester - Email Id extraction process – Example #3:

o    Visit the company URL
o    Click on the “About” or “Contact” page
o    See if there is an email address listed for any contact – if so, copy the email address to the spreadsheet and change the name & job title on the spreadsheet to match
o    If there is no email address listed, visit Mailtester to test for possible combinations.  If none of the combinations work, try “Info@” URL.com

o    If the email address is valid, add the email address to the spreadsheet (it’s ok if the tester says “Server doesn’t allow e-mail address verification” – assume that means valid.  Only “E-mail address does not exist on this server” means the email address is not valid)
o    If all of your email address guesses come back as not valid in the mail tester – including info@, simply move on to the next row and write – “N/A”

  1. Data.com – Email Id extraction process – Example #4:

o    Log in to www.data.com to look for the remaining email addresses
o    Copy & Paste the first name, last name and company name into the search box
o    If there is a match, test the email address using mailtester 
o    If the email address is valid, add the email address to the spreadsheet (it’s ok if the tester says “Server doesn’t allow e-mail address verification” – assume that means valid.  Only “E-mail address does not exist on this server” means the email address is not valid)
o    If there is no email address in data.com or if the email address comes back as not valid in the mail tester, simply move on to the next row

  1. Onesource - Email Id extraction process – Example #5:

o    Visit http://logon.onesource.com/
o    Search for each company listed in the first tab (Top Prospects) of the spreadsheet

    • Make sure the “Exclude Small Companies in US/Canada” box is unchecked (most of these companies are small)
    • Pick the company which matches the city & state in the spreadsheet

o    Add the names & phone numbers for each company’s executives to the “Prospect Call Sheet” tab.  Only include the info for the following executives:

    • President
    • CEO or Chief Executive Officer
    • COO or Chief Operating Officer
    • Founder

o    Once you have their names, you can get the rest of the info from data.com.  Visit www.data.com

Happy prospecting.