STEPS:

  • Read the instructions first and figure out what leads we need to gather.

  • Consult with your TC or JM if you have any questions or if you need any clarification.

  • After that first you need to find the best resource and to identify potential companies. If you need help with resources you can always approach your JM, TC or LGM.

  • Next step will be to check for duplicates among leads that we already added for that project (Skip this step if you starting a new project).

  • Next step is to find contact information for potential companies (Almost always that would be email, contact name, position, phone number, address etc).

  • The most important information is email so we need to verify every email before enter it. For that we are using different tools but about that we will talk later.

  • Enter lead with contact information in spreadsheet.

    Potential resources for identifying companies:
    We will learn how to use couple sites that we are using most. Beside that we are using a large number of other sites depending of client instructions. Every site has option for advanced search and you will learn it how to use it.

    ANGELIST (https://angel.co/) - Startup Database


    Angelist is great resource for Startups and it is really easy for use. To create advanced search you need first to click on Startups (marked in red) and then you will get options for advanced search.

    We have 3 option to create advanced search but we only use first two options:
    1. We can choose location (yellow color)

    2. We can choose Market (industry) (red color). Also we can add more more than one market in some situations that can be useful.

    Example:
    We created advanced search for Startups based in San Francisco for Brand Marketing industry (blue color). Below we can see part of the results - picture above (green color).

    Angelist is also great site because for every Startup shows us amount of funding (because a lot clients asking from us that information), also in some cases we can see on Angelist contact name for highest positions and we are able to connect with their Linkedin profile.

    CRUNCHBASE (http://www.crunchbase.com/) - Startups and all Tech Companies related to Software for almost each industry.


    Crunchbase is great resource and offers plenty criterias for advanced search for all Tech companies. To access advanced search need to click on advanced search (red color).

    When we enter advanced search we have option on left side where we can switch between Companies and Financial organizations. We have plenty options for seting up like our advanced search:
    Keywords (we use this when we want to search for some specific request that is not listed under industry-category (for example industry can be software but keywords SaaS if we are looking for SaaS companies only. Some other keywords can be also used when we search like SMS, CRM, Video etc - yellow color). We have option for location like in all other sites but here we have also option for range for any location. Next one is Category or Industry (green color). After that we have very useful option for founded date of company (we can choose there companies that are founder after or before some date - blue color), next option is for Min and Max number of employees (orange color), one more interesting option is that we can mark to see only companies that are funded (grey color). There is some more options but this is options that we most use.

    Example:
    - Industry: Messaging
    - Founded: after January, 2010
    - Number of employees: 10 - 200
    - Funded: Yes

    Below you can see results:

    You can see on the left side advanced search that we created (red color), you can see part of our search results in the middle (green color) and on the right side you can see related keywords for category Messaging (this can be very useful - blue color).

    Zoominfo (http://zoominfo.com/) - Useful for searching companies and contact information

    Zoominfo is the site that we use most! It is great site where we can create advanced search of companies or contacts with large number of parameters.

    Like you can see on screenshot you can switch between people search (red color) and companies search (blue color). You will learn first how to search companies.

    Companies search:


    When you searching companies you have two options:

    1. Quick search (red color) where you can fill in company name (if you search exact company), Industry keywords (if we search exact industry), and exact location that we want.

    2. Company advanced search (green and purple color). I always suggest to use this search because it is more accurate. Here we have a lot options: first we choose industry (Note: every industry has couple sub industries - blue color), type of company (we almost never use this so you can skip it), Revenue and number of employees very useful and very important options because most clients will give you this two conditions (yellow color), Location where we can choose location (US, Canada, Australia and UK) and every location has expand options if you want to choose just a city or metro area (purple color). Remember that Zoominfo does not have information for rest of Europe (beside UK), Africa and Asia.

    Example:

    We have created advanced search with following parameters:

    • Industry: Advertising and Marketing
    • Revenue: Between 50M - 250M
    • Number of employees: 100 - 1 000 employees
    • Location: California, US

    On the left side you can see advanced search that we have created (red color) and in the middle you can see results that we get for this advanced search (green color). In the left upper corner you can see number of companies that match our advanced search.

    People search:

    We are using this search more than Companies search especially if we have specified positions from our client.

     

    Like for Companies search here is the same, we have two options:

    1. Quick People search with fields for: Job title (or position - red color), Company name, Industry keywords and location.

    But when we searching People I suggest to use combination of Quick search and advanced search. From Quick search we will take job title and all other parameters we will take from Advanced search.

    2. Advanced People Search - This is almost the same search like for companies with exception that here we have also Person advanced option but this option we are not using because we use Job title option from Quick people search. In advanced search we will still setup industry that we need, revenue and number of employees, also we will choose location.

    Note:For location there is one important thing that we need to do always choose field in blue “People employed by a company headquartered at this location” because in other case we will get also results for people that live in this location and works in company that is from some different location.

    Example:

    We have created advanced search with following parameters:

    • Job title: Marketing Director
    • Industry: Software
    • Revenue: Between 25M - 250M
    • Number of employees: 50 - 250 employees
    • Location: California, US

    Like you can see we have used Quick people search field for Job title (red color) and other parameters from Advanced search: industry, revenue, number of employees, and location (yellow color). Also we choose only people that works in companies that are based in California. We can see results with all contact information (contact name, position, name of company, email and phone number) in the middle (green color).

    Note:When we get results very important thing is to choose in upper right corner type of Contact info (Emails & Phone, or just email if client wants only emails - purple color).

    In left upper corner we have number of results that we get with this search.

    Linkedin (https://www.linkedin.com/) - Great resource for all industries with always updated data

    We use Linkedin to search companies, people or jobs (This is just an idea for some projects we can use jobs search to identify companies - for example if we need to identify companies that looks for IT Development they will probably have open job for IT Developers). You will learn all three how to use.

    When you opet Linkedin homepage you can access Linkedin advanced search by clicking on “Advanced” (red color). It will open Advanced people search so we will learn that first how to use.

    Linkedin People Search:

    You can see above all parameters that we use when search for contacts. Keywords we use sometimes not to often because when you use keywords you will get all Contacts profiles where is mention keyword on any way (example if it mention in skills, position, even company name etc - red color). Title is most important parameter where we put position that we search. Important note is to always check field below Title and to choose Current (yellow color). Next field that we need to fill in is Location there is to ways we can on the left side to choose state or in middle we can manually add state, metro area or city (green color). Next one is relationship you will have already marked first 3 boxes but very important is to check last box “3rd+everyone else” on that way we will get much more results. After that we need to choose industry. You can notice that there is also sub industries so it is really easy to find any industry that you are interested in. Last option is to set company size (grey color) Note: this option is only available if you have Premium Linkedin Account that is also applied on all other options on right side of screenshoot.

    Example:

    - Title: CIO
    - Location: San Francisco, Bay Area
    - Industry: Insurance

    We have created advanced search on left side you can see parameters that we used: Title (yellow color), Relationship (blue color. Note: another way is to just mark checkbox “All”), Location (orange color), Industry (purple color). Also all this parameters you can see in the top of the page (red color). Also if we want to add any more condition we can click on button “Add” for each criteria.

    How to handle problem “Linkedin Member”

    Very often you will get only “Linkedin Member” instead of name of that contact. In that case there is a catch how to see name of contact. You will need to use Google.

    When we have this kind of profile we will go to Google and type:
    Exact position like on Linkedin, Exact name of company like on LInkedin

    (Executive VP & CIO, Delta Dental of California)

    After that just click on Linkedin profile and you will be able to see complete profile.

    Linkedin Companies Search

    First step is the same like when we search for contact. We will need to click on Advanced.

    Then we need to click on close (red color).

    After that we need to click on companies (red color) and then we can setup advanced search.

    As you see advanced search of companies is much simpler than for people and has less options. We only need to set: Location - choose some of offered options or just click on “Add” and add Location (red color), Industry - choose some of offered options or just click on “Add” and add Industry (yellow color), Company size (blue color).

    Example:

    - Location: United Kingdom
    - Industry: Information Technology and Services
    - Company Size: 201 - 500 employees

    Similar like when we searched for people we have all parameters in left column:
    Location (red color), Industry (yellow color), Company Size (blue color). Also all of them we have we have in the top of the page and button reset (orange color). Results we can see in the middle of the page (green color) and number of results we can see in left upper corner (purple color).

    Linkedin Jobs Search

    For some projects as we said this can be very useful. First two steps are the same like when we search for companies. First we need to click on advanced and then to close that people advanced search page.

    After this two steps we need to choose Jobs (in some cases even we can use advanced search for groups - for example if we are searching for contacts that has some specific skills like Salesforce in that case we can search Salesforce groups)

    Like you can see Job search is very similar like People search. We have option for keywords but I do not suggest to use that option that should be last resort (orange color). We have option for Title (red color), Location we can choose Country or we can add manually location below on the left side (yellow color) and we have option for industry (green color). Only option that requires Premium account is Salary.

    Example:

    - Title: Java Developer (title always fill in the end before you hit search)
    - Location: United States
    - Industry: Computer Software

    You can see results on picture above (green color) and number of results (purple color). Like with any other LInkedin search parameters are on the left side: Title (red color), Location (yellow color) and Industry (blue color)

    Note: Normal Linkedin account give you option to open only first 10 pages of results and Premium allow you to open first 50 pages. That means if you have more than 1000 results you will not be able to see all of them even if you using Premium account. In that case best way is to search using smaller locations (for example if you need to search US and you have more than 1000 results you can separate searches by States or Metro Areas in that way you will be able to see all results).

    Some more useful sites for finding companies:

    FINDING EMAILS


    We have learnt how to search companies now we will learn how to find emails. There is couple ways to identify email using different tools. Some of them that we are going to learn now is Zoominfo, Toolfr, Google, Raportive etc.

    Zoominfo

    (https://www.zoominfo.com) - Finding contact information and email
    When we identify companies next step is to find contact information and to find email.

    To find contact information we need only two fields in zoominfo:

    1. Company name (blue color) where we will put name of the company. Note sometimes it is better to exclude references in the end of company name like Inc, LLC, Cor…

    2. Job Title (red color) we use this field when company is big or when we search for only one specific position. Positions varies from company to company so sometimes it is better just to put part of the position that we search (For example: if we search Online Marketing Manager we can put only Marketing or Online)

    Example:

    Company name: Axon Limited
    Position: CEO

    Note: when we search for contact information we need to be careful because zoominfo will gave us results for similar companies also. So we need always to check if company names matches.


    You can see we field up in Job title -CEO (red color) and for company name - Axon Limited (blue color). We have got 8 results but only one is good result from our company (green color). That is third result all other results are for CEO position but from other companies with similar names.

    Now we will going to click on our result and to open his profile.

    From his profile we can take all information that we need. We can see his name (yellow color), his title (red color), his phone and email (green color) and we can see also some basic information about the company: name of the company and mailing address (blue color)

    Note: Before you enter any email in spreadsheet you need to verify it!

    Google + Raportive (https://rapportive.com/) or Toolfr (https://toofr.com/)

    We will first going to learn how to use Google to get Contact name and after that we will use Raportive or Toolfr to get contact email. The process is almost the same like when we have situation with “Linkedin Member”. We will go on Google and type company name and position for contact that we want to get his email.

    Example:
    We will try to find email for our beloved CEO :)

    1. step: Go on Google and type: Mobileworks, CEO


    Like you can see we already get his name in first result on Google. Next we will open his profile just to check his position.

    Like you can see he is CEO at Mobileworks. Note that you do not have to sign in Linkedin to see profile but if you want to see his full profile you will need to sign in.
    One more thing that we need is URL of company website without www or http (picture below - red color)

    2. Step: Go to Gmail if you use Raportive or go to Toolfr. First we will explain Raportive because it is more useful and it has larger database.

    Go on https://rapportive.com/ and download it. Raportive is browser add on for your Gmail. To understand how it works you need to know that Raportive identifies emails using Social Media profiles. That mean Raportive will try to identify if that email is related to any Social Media profile and on that way Raportive will confirm if email really exist.

    Note: Toolfr works the same but the difference is that Raportive is connected with Gmail and Facebook so Raportive has larger database! In lost couple days Toolfr has been connected with Linkedin so he expand his database.
    If you instal properly Raportive you should get this box on the right side (picture below - red color) when you open any email.

    Now you will click on Reply button (yellow color).

    Now when you enter Reply email form you will click in header and remove email address that is in it (red color).

    3. Step: We will try now some most used combinations of contact name and url company website to try to find contact email.

    List of most used combinations:

    • (first.last@company url)
    • (firstinitial+last@company url)
    • (first@company url)
    • (last@company url)
    • (firstinitial.last@company url)
    • (first+last@company url)
    • (first+lastinitial@company url)

    1. First combination: first.last@company url

    We did not get any confirmation from Raportive so this is not his email.

    2. Second combination: firstinitial+last@company url

    We did not get any confirmation from Raportive so this is not his email.

    3. Third combination: first@company url

    Bingo! We found his email and as you can see we get all information about him on the right side in the box (green color).

    This is the most accurate way of finding anyone email but it is not as quick as some databases like Zoominfo.

    Note: Also we use Raportive for email verification so every email that is found via Raportive no need to be verified!

    2. Step: if you are using Toolfr you will need to go to https://toofr.com/ and to sign in with this credentials:

    brianna@mobileworks.com

    gopremier1

    When you login you will be able to see this screen (picture below)

    We are using option Guess emails (red color) for finding emails. You have option for first and last name of your contact (yellow color) and example.com where we should put company website URL. Then we just need to click “go” and Toolfr will try all combinations and give us result if confirms any of combinations or will give us suggestion what is most used combination for that company.

    You can see parameters marked in red color. You can see results on the right side (green color) and also you can see how they confirmed his email using Linkedin and Gravatar (yellow color).

    Note: Also we use Toolfr for email verification so every email that is found via Raportive no need to be verified!

    Finding emails using Tools for email verification (like IP-tracker, Mailtester etc)

    Every tool for email verification we can also use to find emails and the process of finding emails are almost the same like with Raportive. There is only one difference Raportive is using Social Media profiles to confirm email and Verification tools are using Servers testing and IP tracking to confirm emails.

    IP - Tracker

    So we are using the same process like with Raportive. We will put combination by combination and try to verify with Email Lookup (red color).

    List of most used combinations:

    • (first.last@company url)
    • (firstinitial+last@company url)
    • (first@company url)
    • (last@company url)
    • (firstinitial.last@company url)
    • (first+last@company url)
    • (first+lastinitial@company url)

    1. First combination: first.last@company url

    Like we can see in the bottom this combination is not valid email (red color)

    2. Second combination: firstinitial+last@company url


    Like we can see in the bottom this combination is not valid email (red color)

    3. Third combination: first@company url

    Bingo! We got it the same result like with Raportive.

    Mailtester

    The process is the same like with Raportive or IP - Tracker. We will try all combinations until we get valid email address of our contact (red color).

    List of most used combinations:

    • (first.last@company url)
    • (firstinitial+last@company url)
    • (first@company url)
    • (last@company url)
    • (firstinitial.last@company url)
    • (first+last@company url)
    • (first+lastinitial@company url)

    1. First combination: first.last@company url

    We can see that result is in red and that email address does not exist on that server.

    2. Second combination: firstinitial+last@company url

    We can see that result is in red and that email address does not exist on that server.

    3. Third combination: first@company url

    Like with Raportive and IP - Tracker we confirmed that this is valid email.

    Note: You can always use combination of Raportive or Toolfr and combine with Mailtester or IP-Tracker because they use the different system of email validation so for some emails they will show different results. If you able to confirm with any of this sites email that means that email works fine and no need to verify it!

    Some other useful links for finding contacts email:

    and some others…

    Also one useful article about searching emails:
    http://www.lifeaftercubes.com/2013/05/22/the-art-of-finding-anyones-email-addresses/

    EMAIL VERIFICATION!

    We will learn how to use Mailtester, IP-Tracker, Toolfr and Raportive. We need to use email verification tools for emails that we get from Zoominfo and similar sites.

    We will start with Mailtester because I think that one is most accurate.

    Mailtester

    We have 3 options when we try to Check any email:

    1. Option: Email is good! All rows are green and you can enter that email address because if you confirm email with at least one tool that means that email is good.

     

    2. Option: Email does not exist. Last row in results will be red and in that case you can try some other combination to get right email if you can not find right email you can switch to some other email verification tool.

    3. Option: Server does not allow us to check email. That is happen whenever we get last row in orange color. When this happen we need to switch to next email verification tool.

    Next email verification tool is IP - Tracker!

    IP - Tracker

    When using IP- Tracker you have only two options:

    1. Option: Email is valid and we can add it in our document.

    2. Option: Email is not valid and we need to switch to third verification tool.

    Next verification tool is Toolfr!

    Toolfr

    credentials:

    brianna@mobileworks.com

    gopremier1

    When we using Toolfr we have only two options when we checking emails:

    1. Option: Email is verified using Social media profiles and we can enter that email. One result true is enough to confirm email (Note: you will always get false for server test because Toolfr do not use that option for testing).

    2. Option: Emaili is not valid and you will get results False. In that case we will need to switch to last email verification tool Raportive.

    Raportive


    Last email verification tool but not less important is Raportive. Go in your Gmail and click on any email reply and there replace existing email address with email address that you want to check (we have already explained this before).

    Here also you will have two options when you checking emails:

    1. Option: Email is verified using Social media profiles and you can see picture of person and his/her data in the box on the right side of your Gmail.

    2. Option: Email is not verified and we will not get any useful information in the box on the right side of your Gmail. That still it does not mean that email is broke.

    Note: if you are not able to confirm email address you need to skip it and go to next contact or company!