Subscribe by Email

Your email:

About

Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.


Follow Us

Hubspot Certified Professional

Lead Gen ROI Calculator

Appointment Setting Quality vs Quantity

Got Demand Gen?

 

Browse by Tag

Smashmouth B2B Blog: Sales & Marketing Demand Gen

Current Articles | RSS Feed RSS Feed

Lead Gen Tip: Think Role Based Lists, Not A List Of Titles

  
  
  

role based list developmentIf you've used an outsourced lead gen company before, you have most likely been asked "What titles within the target companies do you want us to target?" What they are most likely asking, and should ask more clearly, is "What ROLE within the target companies do you want us to identify and target?"

Not all titles explicitly tell you what a job function is. So tasks such as building lists from data services aren't as easy as searching for titles and then exporting the names. If you are looking for prospects with a specific function, or role, then that is where you should begin.

For example, the most common mistakes occur when targeting IT departments. There are 86,087 results when "director of IT" is searched for in Jigsaw. I just randomly sampled 5 of them in LinkedIn. These were their roles:

  1. IT Security
  2. Networking
  3. Data Warehousing
  4. IT Security
  5. Desktop Helpdesk

So if you're selling a network security package, who do you target? Obviously, the first, second, and fourth. But you wouldn't have known that by the title alone.

Tips:

  • Use LinkedIn to identify roles. Some LinkedIn lead gen tips here.
  • If you can't get specific roles up front, power dial the list with the goal of identification and research.
  • Consider a role based list development project done internallly or by a third party vendor.
Ask yourself, "do we want to target by machine gun or sniper rifle?"

Comments

I think the best way that you can also do to determine the right person or the decision maker is to do a decision maker profiling prior to talking directly to whats in your contact list. You may talk to to the receptionist or someone in the department to help you identify the best person to talk to about your call. One thing that also works is that when "gatekeepers" or the receptionist ask you whats the call about don't tell them that you are doing a sales call instead tell them that you its a marketing call, when they hear sales call what comes to their mind is that you are selling something unlike with "marketing call" it may refer to you seeking for their service or purchasing their product.
Posted @ Monday, September 19, 2011 1:47 AM by Belinda
Air jordan retro is a great general, form-fitting sneaker lace, the building actually extends under the foot that gives the wearer feel very block around the entire foot, the Air Jordan 2011 ranks very high in the form, aesthetics and performance. That said, there is much to complain about. Michael Jordan's legacy is alive with the launch of the new jordan shoes every year and re-releasing retro Air Jordan. Air Jordan shoes are retro remake of the classic Air Jordan is in the colors Mike wore on, or slightly modified to match with current trends. Mark new jordan reported several "hybrid" Jordan shoes that make the individual components of various wholesale Jordans.
Posted @ Monday, October 10, 2011 8:22 PM by jordan retro
Cheap Gucci shoes inside the internet is accepted and their mutual sustainability, modern look. You can purchase the most effective rather Gucci shoes for every grownup and evil women. So even if you appetite to go to men's shoes, and even if you're ready to go to Gucci men's shoes, it is certainly an acceptable idea. New Gucci may be regarded as a genuine right Recognize By Celebrated apple of your shoes. Wholesale minimal worth Gucci Gucci shoes and sandals are common for their critically acclaimed Appears Ample design and deviant. The steering committee to look into the agreeableness of belonging towards the Gucci shoes and sandals most effective that women adopt them to leave alone. Even if you appetite to buy the most efficient rather devotion branded shoes, sandals, and you should also accept reasonable wholesale Gucci shoes, Gucci shoes and sandals.
Posted @ Monday, October 10, 2011 8:23 PM by New Gucci
Thanks for the idea to focus on roles which I think is easier to apply to consumers, i.e. someone's role within the family. Definitely a nugget to explore & use soon I hope.
Posted @ Friday, October 14, 2011 6:30 PM by tinagleisner
Post Comment
Name
 *
Email
 *
Website (optional)
Comment
 *

Allowed tags: <a> link, <b> bold, <i> italics