See which companies are hiring for sales roles and might be interested in what you’re selling.
Use the data to make your marketing efforts more specific and effective.
Spot hiring trends that could lead to new opportunities for your business.
What can you expect in the shared file:
Job openings Title
Website domainÂ
Company TickerÂ
Companies Meta DescriptionÂ
& Much more
And if you’re really into data, we’ve got something special for you. We have a massive database with over 157 million job listings. You can dive into this data or use our API to get the insights you need directly.
We’re making a new list of job openings perfect for people at big companies like PwC, EY, KPMG, and Accenture. Want to find a great role? Let us know what you’re looking for.
A HubSpot survey found that More than 40% of salespeople say prospecting is the most challenging part of the sales process and at least 50% of your prospects are not a good fit for what you sell.* This is super frustrating!
*https://blog.hubspot.com/sales/sales-statistics
Outbound sales efforts are often tedious using up a lot of time and resources and often chasing the wrong types of prospects. CRM’s and sales platforms provide a lot of insights into a prospect but these are often irrelevant or out of date. The reason for this is that the data they utilize is not being updated often enough, only uses a couple of data sources or the platform doesn’t have the capability to drill down enough or overlap the insights.
That’s why data driven sales teams are turning to data to enrich companies and help them filter and prioritize leads. Not only do they continue to use platforms like Salesloft, Outreach.io, HubSpot, Clearbit etc but they are taking it a few steps further and enriching their prospects even more. This gives them competitive advantage which helps them to increase reply rates and meetings with prospects.
Identify companies hiring
Finding which companies are hiring is a great signal because it’s likely that they are investing in people and resources. Sales teams use hiring data in two ways. A) to find companies with the most live jobs regardless of the job type of job or b.) finding companies hiring for particular roles. In the second instance, companies hiring for marketing are more likely to buy marketing automation and companies hiring for accounting are more likely to buy financial software.
Identify companies hiring for C level executives
Finding companies who are hiring for C level executives means that sales teams are more than a few steps ahead. This is because when a director, manager or head of a department joins a company, it’s likely that they will implement new changes, evaluate tools and resources and be open to change. Sales teams who look for these signals early secure meetings and get ahead of the line before their competitors, making this tactic a no brainer.
Resonating with a prospect
“Hi John, I’m reaching out because … um … because …”. Sometimes finding a good prospect is easy but reaching out in a way that will grab the prospect’s attention is tiring, time consuming and frustrating. We all know that it’s important to resonate with a prospect so that they are more likely to open and read your email but finding that hook is like finding a needle in a haystack.
Data driven sales teams solve this by looking for newly available sales triggers like awards, new funding rounds, new partnerships, new integrations, hiring intent, companies they have in common with a prospect, latest acquisitions in their industry, new product offerings of their competitors etc. These are easy ways to create familiarity and show that you know something about their business.
Finding the Right Leads at Scale
Some sales reps cast their net too wide in an effort to attract as many prospects as possible and meet their quotas. Unfortunately, this often wastes time and creates low morale. Getting limited or no answers is frustrating and not a good feeling which ultimately reduces productivity.
To avoid this, it’s important to have the right data to quickly figure out which prospects to pursue. Having good data means a good lead list which means good quality emails, a high response rate and more meetings booked. More and more sales teams are using the help of growth experts or growth support teams to help them identify the right leads to keep on track. Growth teams then utilize data to gain sales triggers and build targeted lead lists which increases conversion rates.
PredictLeads data is one source of sales triggers, growth indicators and company intelligence which helps sales teams and sales platforms gain a competitive advantage. Datasets like Jobs, News Events, Technology, Key Customers/Connections, Products and Website Evolution are all being used to identify new opportunities and stay ahead of the game. These are available through API, Webhooks or Flat Files and can be accessed daily, weekly, monthly or quarterly.
Contact mateja@predictleads.com to dive deeper into more ways that company intelligence data can help enhance your use case.
You’re already aware that the more insights and data you have on your prospects, the better. Exactly how could you take advantage of this data and how could it be integrated into your sales enablement platform?
Sales enablement platforms are without a doubt incredibly valuable to sales teams. They have endless use cases as illustrated in the “SalesTech Landscape” below – such as engaging clients with smart messaging tools, improving productivity with easy to use sales resources, identifying leads and scoring them, and of course, the CRM that helps you stay on top of customers and prospects.
In the CRM, all the information you have on your customers should be tracked, which can be made manually by the SDR itself or automated using a 3rdparty system. Data like company name, contact information and demographics is usually logged into the CRM and creates a long lead list of prospects. For sales teams to become successful they usually need more information than this. Here’s how sales intelligence like company intelligence data can enrich sales enablement platforms and improve the performance of SDRs using it:
Personalized Outreach
All SDRs have heard the importance of being personal. No prospect wants to listen to some robot pitching their idea without knowing a single thing about them, their company or understanding what value their product can give them. Â
PredictLeads can provide insights to increase Personalization such as:
News Events alerts like “Company X receives Y Award” can give you an icebreaker to open up the conversation by congratulating them and letting them know you did your homework.
Key Customers data insights can help you identify if you and the customer share the same partners or clients to build familiarity and trust.
Sales Triggers
Imagine you have this very long list of leads in your CRM. You start making phone calls from the top but cannot seem to move the deal forward even though you’re having great rapport with prospects. The most likely reason is you’re not reaching out to the right prospects, the ones that are in the buy mode. Companies are not always looking to invest in products for many reasons. Maybe they’re already satisfied with what they have, or they don’t currently have the budget to invest in new software or the product that you’re selling. With sales triggers you can identify companies with signals indicative of growth – meaning the company is more likely to invest.Â
Examples of Sales Triggers PredictLeads provide are:
Company signs new client.
Company launches new product.
Company received financing.
Company increases headcount.
Company made a new integration.
Company expands facilities.
Targeting Leads
When sourcing for leads, most CRMs provides search functions with filters that help you target the right prospects. With more company data you can advance these search filters to create a more targeted approach. The more filters you can use, the better you can target prospects matching your ideal target persona.
How PredictLeads data can be used as filters for Targeting:
Technologies used in the company can help you identify prospects that are more likely to have an interest in buying your product. For example, if you’re selling a Salesforce extension product you’d want to target companies that are actually using Salesforce.
Companies Hiring for X category, if you’re selling a Marketing automation product you can filter companies hiring for Marketing category as they’re more likely to have a need for your product.
These are just a few examples on how company intelligence data can be integrated into your CRM or other sales enablement tools, and I’m sure there are hundreds more creative ways. One thing is for certain though – sales teams will benefit from using this data, because it’ll be doing all the research for them. This means that they can focus on what brings them most value – selling.
We’re proud to announce our newly developed system for uncovering and segmenting leads. You can take advantage of the following segments to create perfectly tailored lead lists.
Segment by companies that are:
hiring for specific talent (dev, marketing, sales, …)
use specific products: Saleforce, Oracle, SAPÂ …
Companies that promote different forward-thinking methodologies: agile development, data driven development, are into content marketing, customer success, prospecting …
experienced specific events recently: launched products, received funding, expanded offices, invested into assets, developed new apps, relocated headquarters, made leadership changes…
led by key contacts you want to target (CTO, CMO, co-founders …)
Why is all this important? Because now you can generate much more personalised emails and unearth prospects through lead activities that were hard to automatically track before. We use natural language processing and machine learning to unearth the above found data. Data is nicely structured and you could go ahead and not just pick companies that had leadership changes, but only those that changed CTOs or you could define what kind of products companies you are targeting they have launched: mobile, web, payments …
Your picked audience will be super targeted and your messaging very tailored. Meaning you’ll send less spam and more emails to the companies that would truly benefit from using your product. Which sales should be all about. Selling to those companies that need your products most and thus saving everyone lots of time with badly targeted leads.
As Max Altschuler points out in his book Hacking Sales you can segment companies or lead lists by criteria such as firmographic data (location, num of employees, revenue …) and with tools like Datanyze also segment these lists by technologies.
PredictLeads adds new dimension to this kind of segmentation. With tracking events found on blogs, news sites and job openings using sophisticated machine learning algorithms, we allow you to target companies on a very granular basis.
For sure you won’t be able to produce lead lists that are tens of thousands of prospects long. But this is exactly the point … These are your spear accounts as Jason Lemkin puts it. The leads of high value and big ROI. We don’t recommend adding them to fully automated drip campaigns but rather using supervised and tailored messaging to each of these accounts. The benefits will be well worth it.
