Every business needs customers and most small businesses start our by getting referrals through their network and from their existing customers. At some point as you start to grow your business more aggressively, referrals and networking may not be enough. Its easy to say “I’ll just hire some sales people”, but those people need to find leads as well. So ultimately, if you want them to be successful, making you successful, you need to help fuel their sales engine with some sort of lead generation tools.
There are many data services in the marketplace such as Rainking and Discover.org that range in price and have many different features for finding new prospects. The challenge I have found with many of these services is that they focus on larger organizations, both from a price perspective and a target perspective. If you are a smaller business trying to sell to smaller businesses, it may be difficult to afford these tools and gain the value you are seeking from them.
Luckily, there is a tool which can help you, and give you more control of the data you seek and the process through which you gain leads. It’s called LinkedIn Sales Navigator. Sales navigator harnesses the power of the LinkedIn network by allowing you to segment companies by size, geography, and even search for titles and keywords to create your contact lists. Once you have created a list, it allows you to follow these people to see what matters to them so you can become a valuable resource for information to them. The process of selling this way is referred to as “inbound marketing and we will explore this further in future posts. I the mean time, check out Sales Navigator for a reasonable priced way to find your next prospects or clients.
Michael Giuffrida from Southington CT has been operating businesses since 1997. He is an experienced entrepreneur in business management, profitable growth, business valuation, mergers and acquisitions, and information technology managed services.