Description: Liverpool-based Civil Engineering Contractor who own and operate a fleet of vehicles and plant for many different services including Civil Engineering/Groundworks, Roads & Sewers and Plot Works.
Recent activity: Funding round – Private Equity- 200 million USD
Location: San Mateo, United States
Company Type: SAAS, Recruitment Software
Description: Jobvite is leading the next wave of recruitment innovation with Continuous Candidate Engagement (CCE), a candidate-centric recruiting model that helps companies engage candidates with meaningful experiences at the right time, in the right way, from first look to first day.
Recent activity: Spending money on Business Development
Location: San Diego, United States
Company Type: Biotechnology, Clinical Trials
Description: We are a clinical-stage biotechnology company focused on developing and commercializing novel cancer therapies that target the tumor microenvironment.
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Location: North Conway, New Hampshire, United States
Company Type:Clinic
Description: It offers high-quality care and a variety of oral surgery treatments, including wisdom teeth removal and the placement of dental implants.
Recent activity: Funding round – Series B – 40 million USD
Location: San Francisco, United States
Company Type: SAAS, Conversation Intelligence
Description: Conversation intelligence platform for B2B sales teams. It helps you convert more of your pipeline into revenue by shining the light on your team’s sales conversations. Gong records, transcribe and analyzes every sales call so you can scale the effectiveness of your sales conversations.
Recent activity: Funding round – Series C – 25 million USD
Location: New York, United States
Company Type: Omnichannel, E-commerce, Mobile app
Description: A fashion re-commerce startup based in New York City and founded by a team out of Harvard Business School. The ultimate destination for endless access to luxury handbags. Runs both online and offline store.
Recent activity: Funding round – Series B – 14 million USD
Location: New York, United States
Company Type: SAAS, Customer Engagement, Digital Assistant
Description: As a data-first and AI-centric company, zoovu leverages all of today’s digital touchpoints to enable authentic 1-1 conversations. It empowers brands to truly understand their customers and help deliver incredible brand engagement by asking questions.
Company Type: Marketplace, B2B, Consumer, Mobile app, Market Research
Description: Corus is a market research platform allowing direct communication between businesses and customers. Through an integrated survey platform, app, and collaborative tools, Corus captures customer feedback in a matter of hours, not days and weeks.
Description: Offline fitness studio based out of San Diego.
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Every day the job of the sales person is getting difficult because of low attention span of customers.
Sales people reach out to 1000 prospects and get only limited replies and often get disheartened.
There can be many reasons for not being able to generate good quality leads, few of them are:
Not defining your ideal customer profiles
Not having a well targeted B2B list
Poor quality database
Not having an effective email template and follow up strategy
Not improving your targeting consistently based on results
We at EasyLeadz too faced this challenges in initial days, that’s why we built our own tool EasyBot which can research companies for us, find the right decision makers and initiate a conversation with them over email.
Based on our experience of working with many chat support tools I am sharing some effective tips that can help you generate quality leads for your chat support tool business.
Target recently funded companies
The reason why recently funded companies are relevant to any chat support tool is that these companies have now money in their bank and they can invest this money in improving their customer support function.
Now, if you are a customer support or chat support tool provider then reaching out to these companies can improve your chances of generating a quality lead.
There are many ways to track such companies:
Crunchbase
Google news articles
EasyLeadz automated sales intelligence tool
If you go to Crunchbase then you can find daily alerts of funded companies globally. The only challenge will be that in their free plan you cannot setup email alerts or download the list.
You will have to manually go every day (infact every few hours) to track these companies.
Crunchbase
The other method of tracking recently funded companies will be setting up Google news alerts.
You will receive notifications whenever there is a keyword mention like “startup funding” in google news. The problem with this approach is that you will miss lot of these companies as not everyone gets a news article coverage for their funding announcement.
You can filter companies based on industry, their headquarters and employee size. There are advanced filters like Ecommerce, SAAS and technology used by the companies.
Once you setup an EasyBot – it can literally work like your sales person 24/7 and start finding funded companies daily and reach out to the decision makers over their emails via your connected email account.
We use the same method to reach out to B2B companies who have recently raised funding as they will now spend more money on sales and can use tool like EasyLeadz.
Target companies hiring for complementary roles
The other effective strategy is to track companies who are hiring for roles that are complementary to your business.
In your case a company that is hiring for chat support or customer support or customer service roles are more relevant.
Why you should care to track such companies?
Its simple. If a company is hiring for customer support than it clearly means they have more need for customer support and this company is already having a budget to afford a person for customer role and is determined to address challenges in customer support function.
A company that is already investing money in this function is the one who is more likely to invest money in a tool for customer support.
You can use following methods to track such companies:
Reach out to these companies to identify whether they have a need for a chat support tool or not.
Google job search
The challenge will be if you want to further narrow down your search and do it daily then it becomes too much manual work for any sales person to do.
The other option is to go to job portals like Indeed or Naukri.com and track companies who are hiring for customer support roles.
Job portal Indeed
The challenge will still remain the same i.e how to do it manually at a scale and narrow down your search by size of company, industry of the company, location of the prospects, further advanced targeting criterions like SAAS, Ecommerce and many more options.
Third option is to use Easyleadz sales intelligence and automation tool to track companies who are hiring for customer support role and setup an EasyBot to capture those companies daily.
Once EasyBot captures these companies it will start finding the right decision makers as per your defined criterion and start reaching out to them over email with a personalised email template added by you.
EasyLeadz hiring intent signals
Target companies by technologies they use
The other targeting criterion is by identifying what kind of technologies your customers are using.
By technology I mean if they are already using your competitors chat support tool then you can reach out to them.
You can always customise your email campaign based on this particular targeting criterion and include in your email copy more information on how you are better than your competitor’s chat support tool.
There are two methods to find such companies:-
Builtwith technology finder tool
EasyLeadz sales intelligence & automation tool
If you have a tool which is similar to Intercom then you can search for which companies are using Intercom already by using Builtwith or EasyLeadz.
Once you have that list you can find the right decision makers either over Linkedin or use a free email finder tool like EasyEmail finder.
After you have the list then you can start reaching out to these prospects over email and follow up if they don’t reply you back. This too can be automated using several tools like Replyup or Mailshake or EasyLeadz.
Builtwith Intercom
Builtwith is a great tool which can be used for your initial research.
The only challenge will be to automate this process because once you have the list of companies after that you will have to apply several other factors like location, job roles, company size, industry, company type in order to narrow down your company targeting.
The other option is to use EasyLeadz sales intelligence tool to automate this process of finding companies using Intercom and reach out to the decision makers over email.
Companies using Intercom
EasyLeadz will keep tracking such companies and reach out to the right decision makers all by itself thus saving you tons of manual research.
Target companies by their business model
Depending on what type of companies are your existing users you can narrow down your search criterion by targeting companies based on their business model and reach out to right prospects.
If your chat support tool is used by B2C companies like ecommerce companies then you can track ecommerce companies and reach out to them.
If your chat support tool is used by mostly technology companies like SAAS companies then you can just focus on SAAS companies in order to generate more effective leads.
This can be further narrowed down by the industry of the company like if your chat support tool is more relevant to fashion based ecommerce companies then you can do that.
In order to target ecommerce companies or find list of SAAS companies you can use EasyLeadz sales intelligence tool.
Ecommerce companies in USA
EasyLeadz sales automation bot – EasyBot – will automatically find more ecommerce companies and start reaching out to them over email and follow up with consistently to generate more leads on its own thus saving you manual hours you may otherwise spend on researching companies.
SAAS companies in USA
Thus, the need to do manual research can be eliminated by using sales automation tools or you can still do the same thing manually by using free information providers like Google and generate more quality leads for your chat support tool.
How To Get Quality Clients For an E-Learning Business
Getting quality leads and clients for any business is a process in itself. E-learning business can also create a quality and consistent lead generation channel for getting quality clients for their business.
We are going to focus on outbound sales for this post and how outbound sales can improve lead generation for your e-learning business.
When you are in E-learning business you may want to reach out to following personas:
Corporates for placement opportunities or staffing opportunities.
Schools or Universities.
Academy or professional training organisations.
I will explain how you can reach out to all three personas and create a consistent quality lead generation channel.
Persona One: Corporates
While reaching out to corporates define your Ideal Customer Profile as in what kind of corporates will be more likely to work with you or buy your product or services.
Example : If you are into student placements and these students are specially trained in digital marketing courses then you need to optimise your outbound sales and targeting to companies who are more likely to hire for digital marketing roles.
Targeting segment A : Recently funded companies
Recently funded companies will be in active hiring mode as they have to expand their business and grow fast with the money they have received in funding.
Thus, any company that is into staffing or student placements should reach out to recently funded startups.
EasyLeadz sales intelligence platform can automatically track recently funded startups and find out the right decision maker in these companies and reach out to them.
Recently funded startups
While reaching out to these companies you will have to optimise your content including a good email subject line and keep your content short.
People generally don’t like lengthy emails as no one has time to read. If you write a short email that addresses their problems and how your can solve their problem they may be interested to talk to you further.
Writing a good B2B cold email and have a sales follow up strategy will improve your response rates.
Targeting segment B : Actively hiring companies
Companies that are actively hiring are anyways on hiring spree. It means you must track and reach out to them as the timing is perfect for them to understand more about your staffing services.
If you want to reach out to actively hiring companies then you can either use Google job search or track job portals or use an automated sales automation tool like EasyLeadz.
Actively hiring companies
Targeting segment C : Market wide targeting by company attributes
The other targeting method is based on industry and market.
You can target companies by their industry and other attributes like if they an Ecommerce company, SAAS company or if they are a BPO or call centre.
Depending upon the courses your E-learning business provides you can always optimise your targeting by specific industry.
If you provide BPO related courses then reaching out to all BPO’s with a certain size of the company is an ideal option.
The other outreach is when you want to tie up with Schools or Universities for your online certifications.
This could be a bulk deal as these schools may divert students to your portal in bulk. One deal with a school can cover up your 80% of the revenues if you are focussing on individual students for now.
The decision makers in schools are generally the owners and not professors or teachers.
Principals may be the influencers but the decision is mostly taken up by the owner of the school.
Using EasyLeadz you can create a targeting criterion of reaching out to all schools or universities in a specific area and EasyLeadz can automatically start finding and reaching out to the Directors of these schools or universities.
Persona Three: Academy or professional training organisations
The last targeting option is to tie up with other Academy or professional training organisations for cross sales opportunities.
Finding and reaching out to these companies is a big task in itself. You can google search these companies and can find 100+ companies but you will have to spend man power in order to create a good quality prospect list.
The other option is to use the advanced machine learning based company research tool which can instantly find academy or coaching institutes as per your targeting criterion.
List of Academy in India
The academy targeting can also work as a bulk cross promotional deal for your E-learning business.
At the end its all about optimising your targeting and qualifying companies the right way. Spend less time on manual prospecting and scale your sales prospecting with the right tools.
You can also invest this saved time on more important tasks like customers calls.
The key to good outbound sales is understand when your buyer has a need and who has a need and when you can reach out to them.
There are over 100,000+ staffing companies in India. Getting quality clients for a staffing business is hard.
I am going to share few tips on how you can generate quality leads for your staffing business. The tips are focussed on outbound sales. You can also generate leads via content marketing or inbound marketing.
Lets focus on outbound sales for now and see how you can improve your B2B lead generation for your staffing agency.
Target recently funded companies
In order to generate quality leads for any business the first step is to understand your Ideal customer profile or to say which kind of companies will be more likely to do business with you.
Startups who have recently raised funding will be the one who have just got money in their bank. The next thing these startups do is expand their business into multiple geographies or operational expansion.
Thus, these companies will have immediate need for hiring more staffing both technical and non-technical.
EasyBot can automatically send personalised emails to these companies and if your prospects do not reply back then EasyBot can automatically follow up with these prospects so as to improve your response rates.
List of recently funded startups capture by EasyBot
While reaching out to these companies make sure your email is personalised and have a good email follow up strategy.
Always prefer to write short subject lines and include a call to action in your B2B cold email.
You can refer to cold email templates that we have written for our community based on experience of sending 100,000+ emails.
Track companies that are actively hiring
The companies that are actively hiring are already telling you that they have a hiring need. Now only difference is to figure out which companies are keen to outsource their hiring needs and which want to do it in-house.
You can always optimise your targeting to these companies by using industry and location as qualification criterion.
On top of it you can only reach out to companies that are hiring for roles that your staffing company has expertise to fill in.
Some staffing companies are expert in IT roles and some are in manufacturing roles. So depending on your business expertise you can narrow down your Ideal customer profile and target the right companies for your business.
EasyBot can also track companies hiring for specific roles and you can reach out to those companies by activating EasyBot and putting it on auto pilot mode.
Once it is on auto pilot mode you can relax as EasyBot captures companies daily, find the decision maker and reach out to those companies all by itself.
Track actively hiring companies
Track by company attributes
Your staffing company may have a specific niche that you have expertise in.
Most of the sales people spend hours in manual research and thats why they don’t do it. They simply use industry, location and few other parameters as qualifying criterion and do their outreach to these companies.
This may result in very broad targeting and your outreach may not give you the desired results.
How to quickly get B2B leads for software testing business
There are over 25800 software testing business in India.
Its a competitive market and has low defensibility in business which is why many companies start their software testing business every year.
In order to generate high quality B2B leads for a software testing business you cannot simply apply the traditional methods.
You will have to start thinking ahead and start using tools and insights that helps you compete with these 25800 other software testing businesses.
In this article I will share some productive methods and tips on how to generate B2B leads for your software testing business.
Target recently funded companies
In order to generate good quality leads start tracking companies that have raised funding recently. A company that has raised funding recently will be investing money in following areas:
Technology upgradation i.e investing in software testing, outsourcing their web or mobile development.
Expansion to multiple cities and opening up new offices.
Hiring more people and specially in technology if they are into technology.
There will be many more opportunities for vendors in this case, it depends on company to company.
Target companies that are into BFSI or Ecommerce sector
The reason why companies invest in software testing is because they cannot afford to have a single bug on their website.
Their revenue or business depends on the customer experience.
If its a financial sector company or a banking company then its even more critical to have a bug free software because of the nature of the business.
That’s why a software testing company can reach out to companies in BFSI or Ecommerce sector specially and instantly generate good quality leads.
Using an email automation toolwith multiple follow up sequences can help you generate more responses from your B2B email campaign.
Target SAAS i.e software as a service companies
A SAAS or software a service company is where the software is available for use over internet i.e cloud.
If you want to use an excel you can either install it on your laptop or computer or you can use Google excel online.
In this case, Google excel which you can use without any installation is a SAAS application i.e available online without any installations and can be used anywhere and anytime with just a login id and password.
A SAAS company relies on a good customer service and providing a bug free software that can be used online and from anywhere.
Target companies hiring for software testing roles
If a company is hiring for software testers then it means its already having project and budget in hands for services related to software testing.
Thus, tracking such companies and reaching out to them helps you improve your B2B sales targetingand reach out to the right companies at right time for quality lead generation.
EasyLeadz virtual AI based sales assistant automatically tracks all of the above targeting criterions.
It can reach out to the right decision makers and also automate sending them emails and follow up emails for improving your B2B lead generation.
Day 1 – B2B sales leads predictions for 5 companies – 31st December 2018
I posted analysis of one company in a Facebook growth hacks group and on my Linkedin wall. Both had great responses and people messaged me and asked me to post this daily.
So I decided to make it a like a blog post and do analysis of 10 companies daily. This will have improvements going forward but its a start.
Objective of this analysis is to identify “intent” opportunities or say find out when is the right time to reach out a company based on their recent activity and existing technology usage.
If we can optimise our timings while reaching out to prospects half of the job is done. So let’s start.
Thoughtbot is a design and development consultancy company. They provided UI/UX design, Mobile app development and web development consultancy services. Thoughtbot is headquartered in Boston and has around 99 employees.
Recent activity: SeedFunding round of 5.3 million USD on 27th December 2018.
Leads narrative: Based on recent funding round, following requirements are expected to arise:-
Being an service company their growth depends on people and more or less linearly co-related to it. Thus there is expected hiring and focussing on technology and sales. Staffing companies in these technologies and roles are expected to reach out to ThoughtBot.
Their sales model is high touch, has long sales cycle and is based on referrals and relations. Companies that can help them in identifying high value prospects in terms of sales development opportunities will have a good likelihood of converting ThoughtBot as their clients.
More people means more office space and thus commercial real estate or co-working spaces can reach out to ThoughtBot.
They are a multi city companies and thus solution providers for team communications, project management tools are more relevant to ThoughtBot.
Travel companies also have a chance as Thoughtbot is into service sector and so more need of travel, hospitality expenses.
Being a high touch sales, their major expenses will go in developing relationships. Events that fall into technology will have a chance for raising sponsorship from ThoughtBot.
Companies that services or product related to internships can also reach out as its a people driven organisation and they will tend to have interns based hiring approach.
SAAS products that fall into recruitment solutions can also reach out as they have lot of employees titled “senior technical recruiter” which means their key activities are optimising recruitment for themselves and their clients.
Expected Timeline: 15 days- 2 months for leads closures.
How to reach out to this company: You can use our free email finder tool from here.
Studds Accessories is Helmet and bike accessories manufacturing company i.e consumer goods. Studds Accessories is headquartered in Faridabad, India and have around 121 employees.
Recent activity: Private EquityFunding round of 14.2 million USD on 27th December 2018.
Leads narrative: Based on recent funding round, following requirements are expected to arise:-
Being a manufacturing company and physical products company they will scale up their manufacturing operations. Any company that is in workforce solution provider for manufacturing sector should reach out to them.
They have a channel sales and dealer network for their sales. This dealer network is expected to grow in order to scale up sales. ERP Solution providers or channel sales SAAS products have a good shot here.
Transport and logistics companies should reach out to strengthen their relations with the company as more manufacturing and distribution routes will open up in coming months.
Biker communities and college communities can reach out to the company for doing experiential events and sponsorships.
Channel sales means having a strong ground force who will need GPS Solutions, retail optimisation solutions, travel and hospitality solutions and team communication solutions including telecom operators.
The distribution also entails having multi city presence and need of office solution that is in multi city. Companies like WeWork can reach out to Studds Accessories for doing a multi city deal for their channel sales team.
They dont have a online sales channel. Any company who can turn their web platform to ecommerce may reach out. Consumer good specially in small price range can be sold online and Studds Accessories may be thinking of making this happen via their own online sales channel.
Expected Timeline: 15 days- 2 months for leads closures.
How to reach out to this company: You can use our free email finder tool from here.
ActivTrak is a employee monitoring, productivity measurement and enterprise behaviour analytics SAAS solution provider. ActivTrak is headquartered in Dallas, Texas and have around 17 employees.
They also have mobile app and use Intercom on their website. They run their own blog. Their sales channel include direct sales via their own website, SDR based sales, reseller sales and affiliate channels.
Recent activity: Hiring for Search engine optimisation roles.
Leads narrative: Based on recent hiring activity, following requirements are expected to arise:-
Their recent SEO hiring means the company is focussing on growth organic growth and willing to spend money on improving organic channels. A staffing company providing SEO hiring or a technology company providing SEO solutions can give a shot.
Their blog last article was written with a gap of 3 months which means their content marketing efforts are not fully optimised. A content writer or a SAAS solution in this space can reach out.
Their web traffic have gone down by 15% in last 4 months and thus there is a strong need of investment in bringing this traffic up. SAAS providers for monitoring traffic and optimising web growth or advertisers who can help them with growth can reach out.
Their mobile app have around 500 installs and was last updated on June 1st 2018. Software testing companies, mobile app optimisation companies can also reach out.
Strong need of SDR driven sales approach as they are targeting Enterprise accounts. Lead generation solution providers, SAAS tools can reach out if they specially focus on conversion driven sales lead generation.
Expected Timeline: 1 month- 2 months for leads closures.
How to reach out to this company: You can use our free email finder tool from here.
Edge Telematics is an asset and fleet management solution provider. Its headquartered in Cape Town, South Africa and has around 12 employees.
Recent activity: Upgrading their website.
Leads narrative: Based on recent website upgradation, following requirements may arise:
Their web traffic is below 1000 per month. A very strong need of website growth via content marketing, organic growth via SEO and paid acquisition will arise.
They are investing in new website so chat bot or messenger solutions like Intercom, Drift can reach out as they don’t have any such solutions installed.
Their sales channel include demo based approach and outbound approach. Lead generation companies and channel sales companies can reach out to them.
They use Freshdesk as their support ticketing platform. So companies like Zendesk or other solution provider that gives them total solution including messenger can reach out.
Expected Timeline: 15 days- 2 months for leads closures.
How to reach out to this company: You can use our free email finder tool from here.
ATD Homes is a residential real estate company. ATD homes is headquartered in Derbyshire and have around 25 employees.
Recent activity: Upgrading their website.
Leads narrative: Based on recent website upgradation, following requirements may arise:
Their web traffic is below 2000 per month. A very strong need of website growth via content marketing, organic growth via SEO and paid acquisition will arise.
They are investing in new website so chat bot or messenger solutions like Intercom, Drift can reach out as they don’t have any such solutions installed.
They have a offline sales model so they are expected to hire more people as they have money to invest in growth now.
New website in pipeline for a construction company means they may have new project in hands and thus construction vendors like building material suppliers, construction software provider for project management can reach out.
Expected Timeline: 15 days- 2 months for leads closures.
How to reach out to this company: You can use our free email finder tool from here.
If you like this analysis then let me know by commenting below or share this with your sales folks and let them know how they can optimise their sales and reach out to right companies at right time.
If you have any feedback on this analysis and want me to include anything or exclude anything that is not adding value then email me at nitin@easyleadz.com
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Happy selling and a very happy new year to all of you.
