Smashmouth B2B Blog: Sales & Marketing Demand Gen

Lead Gen Tips: Find LinkedIn Names That Aren't In Your Network

Posted by Michael Damphousse

Most sales people today have found that using LinkedIn as a research tool to identify specific prospects has been a fantastic way to find the needle in a haystack of potential leads.  However, LinkedIn doesn't always show you all the names of the individuals your search produces:

lead gen tips linkedin

So how do you find this specific person's name?  Just three more clicks according to Green Leads' BDR Mira.

  1. Click on the Title, which brings up the full profile.
    lead   gen tips linkedin 

  2. Remember the Title, and look to the right where it says Viewers of this profile also viewed...  Once there, find a contact with a similar title/company -- In this case, Gerardo (hard to see).


  3. Now while remembering the title/company of the prospect you want "Research Engineer Intern at VW Electronics Research Lab", click on the name of the person with the most similar title/company that we found above, Gerardo.
  4. Up pops Gerardo's profile, now look to the right again, and find a contact with a similar title/company to Gerardo in the "also viewed" section -- this is most likely your prospect.  So Tanya, expect my call.
    lead     gen tips linkedin

If you have any LinkedIn tips, or Lead Gen Tips in general, please share them.

 

Tags: sales, b2b, b2b sales, demand gen, outbound marketing, cold calling, b2b marketing, sales2.0, demand gen data, tips, linkedin, lead lists

BANT is Dead -- Find the Authority

Posted by Michael Damphousse

BANT Budget Authority Need Timeframe ANUMBudget, Authority, Need, Timeframe (BANT) qualification is scrambled and outdated.  Having budget was important in the days of "Our contract is up for renewal next year, we need budget".  But with so many new products and technologies flooding us, from evangelical to emerging to faster and better, Budget not only doesn't exist, many times those with Authority don't even know they have a Need or that they need it now.

Granted, as the sales process advances, you would hope Budget is being allocated so that the decision maker with Authority can solve their Need in a Timely manner.  But read the beginning of that sentence..."as the sales process advances".  There is no place for BANT in a lead gen scenario, it is for later in the sales cycle.  BANT is dead as it pertains to Lead Gen.  I'm singing the praise of Ken Krogue and company at Insidesales.com with ANUM -- it all starts with Authority!

I've been known to say "The sales process doesn't start until a conversation with a prospect does". And in Lead Gen, especially b2b appointment setting, the goal is to get the conversation started.  Finding the decision makers and influencers are half the battle, then getting the conversation started is the other half. Just make sure to identify the proper prospect, one with Authority, and then have a valuable conversation that brings value to that prospect and helps them see the Need you want to fill.  If they have the Need, a real Need, they will feel the Urgency to then justify the decision and get the Money for the project.  

ANUM:

<-- Lead Gen & Research
Authority
<-- Appointments & Conversations
Need

Urgency

Money

Thank you Ken!

ps. Check out the Inside Sales Virtual Summit on June 20.  Never before have I seen so much Inside Sales knowledge flowing for one day.

Tags: marketing, sales, demand gen, lead gen, appointment setting, sales2.0, b2b appointment setting