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5 Ways to Find Email Addresses for Account-Based Marketing Campaigns

posted by Margaret Spencer on October 10, 2017

5 Ways to Find Email Addresses for Account-Based MarketingDespite rewriting the rules of marketing and turning the traditional sales funnel model on its head, account-based marketing (ABM) still very much relies on good-old email as one of its most effective tactics. That’s why you still need to find email addresses that let you reach out to every decision-maker who’s part of the buying process at your target accounts.

Targeted and personalized emails work well as direct touch points in ABM campaigns. VC firm OpenView Partners outlines some strategies in the B2B ABM playbook that marketers should try out, and it’s clear that email plays a vital role in many of these activities, including:

  • Pre-targeting – using account-based ad targeting and follow-up through personalized outreach by marketing or sales reps
  • Account Nurture – reaching out to key stakeholders at your target companies that are already in your CRM
  • Pipeline Acceleration – helps sales reps guide influencers and decision-makers at target accounts from one stage of the sales cycle into the next

So, how do you find email addresses of key contacts you’ll need to reach out to in your ABM campaigns? This requires a solid contact data collection strategy that’s slightly different from typical email address harvesting for bulk campaigns. Here are five proven tips to get you started on the right track:

 

  1. Master a few Google search tricks

Google lets you refine your searches with a number of operators you can type in together with your queries. Some of these search modifiers allow you to find email addresses faster and more accurately.

The “site:” operator lets you limit your search to a specific domain. So, if you know some information about the decision-makers you want to contact (e.g., name or job title), you can use these keywords along with the site: operator to help you locate contact details from within the company’s site (e.g., “John Doe site: companysite.com”).

Other useful Google tricks include:

  • Putting keywords inside quotation marks (“”) to look for an exact match
  • Excluding keywords using the “-“ operator
  • Using “allintext”, “allintitle”, or “allinurl” to find keywords in text, title, or URL, respectively
  • Combining queries using the “OR” or “|”
    (pipe)operator

 

  1. Uncover the structure behind company email addresses

Work email addresses usually follow some underlying structure such as first_name_initial_last_name@company.com. These conventions oftentimes remain consistent throughout an entire organization. That means if you can figure out a company’s email address format, you can also find email addresses simply by knowing the names of your target decision-makers.

Use these tips to make your guesswork more systematic:

  • Look for LinkedIn connections who work at the target company and see their profile’s “Contact Info” section
  • Find email addresses at the bottom of company press releases or within job postings
  • Browse through a company’s blog posts and see if authors also place their contact information there

 

  1. Scour through social networks

We’ve already mentioned using LinkedIn as a potential source of contact information. But that’s assuming you’ve made the right connections already. Otherwise, it can get a bit difficult for you to find email addresses on the social network. So, craft a compelling request to connect. It’s only when the prospect accepts the invite that you’ll have his email address, which you can then export along with your other connections’ addresses.

Twitter also works well for finding email contact information, though not as extensively as on LinkedIn. Check if a prospect lists his email address on his profile page. Use advanced Twitter search to find email addresses tweeted out by target decision-makers.

 

  1. Pick an email verification tool (or two)

In case you haven’t noticed, there’s a great deal of guesswork involved when mining for email addresses. Even if you do find email addresses from a reliable source, you still need to worry about the accuracy and validity of the information you’ve collected.

That’s where email verification tools come in handy. There’s a ton of options available on the market, but most experts recommend getting started with the following:

  • Email Checker – verifies validity of both domain and email address
  • Rapportive – pulls contact info associated with a valid email from LinkedIn and other sources
  • com – Checks if an email address is valid and reports details about bounces and server information

 

  1. Partner with a data vendor

If all this sounds like tedious work to you, that’s because it is. Building an account list takes time, effort, and other resources. A reputable data provider can help you find email addresses through prepackaged prospect lists or through data gathering solutions. Some data vendors even offer entire org charts filled with contact details.

To make sure that you partner with the right data provider, look at these five key qualities when doing your due diligence:

  • Data sources
  • Data shelf life
  • QA processes
  • Metrics/KPIs
  • Compliance practices

Whatever strategy you build and carry out to find email addresses for your ABM campaigns, the key thing is to always prioritize quality over quantity. B2B account-based marketing is all about developing relationships for long buying cycles. It’s the richness of each contact record that counts, not the record count itself.

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


4 Ways to Use Influencer Marketing for Faster Fresh Leads Creation

posted by Margaret Spencer on September 27, 2017

  It sometimes pays to stand on the shoulders of giants to extend your marketing messages’ reach and impact. That’s why influencer marketing is an ideal strategy for speeding up fresh leads creation and conversion. Influencers can help you connect with a larger audience or reach deeper levels of engagement which you’d most likely have […]

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5 Key Qualities to Look For in a Data Gathering Solution Provider

posted by Margaret Spencer on September 20, 2017

We’re living through some pretty exciting times for data-driven marketing. Recent research from the Winterberry Group and Global Direct Marketing Association finds that almost 80% of marketers agree data is more critical than ever. The same study also reports that 88% actively use list segmentation and that 64% of marketers buy data from third-party data […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | data gathering solution | Lead Generation | marketing | Marketing Tips with no comment


6 Firmographic Info to Gather on Your Next Contact List Appending Run

posted by Margaret Spencer on September 15, 2017

In B2B marketing, getting to know your prospects and leads better can oftentimes require adding more fields on your marketing database. That’s why contact list appending remains a critical component of a modern B2B marketer’s data management plan. When done right, data appending enables you to paint a sharper image of potential customers, so that […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


6 Actionable Ways to Segment Information Technology Mailing Lists

posted by Margaret Spencer on September 12, 2017

Whether IT managers, directors, or CIOs (or all three) make up your information technology mailing lists, reaching out to an organization’s IT decision-makers via email can be a tough nut to crack. IT folks tend to be a well-informed bunch (i.e., keeping up with developments in their field is an unwritten item on their job […]

Posted in B2B Leads | B2B Marketing | Business | Business Advice | Contact Database | Contact Lists | Lead Generation | marketing | Marketing Tips | sales with no comment


How to Launch Opt-in Campaigns with Marketing Managers Email Lists

posted by Margaret Spencer on September 8, 2017

Carrying out campaigns with marketing managers email lists can be a difficult feat to accomplish. For one thing, marketing managers are constantly being bombarded with content, promotions, and offers that catching their attention even for a split second is almost impossible. They’re also intimately familiar with the bag of tricks their fellow marketers use that […]

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5 Tradeshow Tips to Grow Human Resource Email Lists the Right Way

posted by Margaret Spencer on September 7, 2017

Surveys reveal that between 75% to 77% of B2B marketers rank in-person events like tradeshows and conferences as their top-performing marketing tactic. Tradeshows are great venues for finding qualified leads in an industry or market, since these events are where you’ll typically meet decision-makers, influencers, and thought leaders face-to-face. That’s why, if you’re looking for […]

Posted in Advertising Company | b2b contact leads database | b2b contact list | B2B Leads | Business | Business List Provider | Contact Database | Contact Database | Contact Database Provider | contact leads database | Email List Provider | marketing | Marketing Tips | sales with no comment


Is Your B2B Contact Leads Database Ready for the AI Revolution?

posted by Margaret Spencer on August 16, 2017

One of the main takeaways from Salesforce’s 2017 STATE of MARKETING report  is that investments in AI has outpaced spending in other marketing tech areas. B2B marketers are adopting AI technologies ranging from predictive lead scoring to chatbots in droves. But before you get caught up in the hype, there’s one thing you need to […]

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Run These 6 Data Hygiene Checks On Your B2B Email Lists Before Your Next Campaign

posted by Margaret Spencer on July 21, 2017

Whether it’s B2C or B2B, email marketing has always been an excellent approach to nurture prospects, convert sales-ready leads, and solicit repeat and referral business. However, in order to be effective, your contact list requires a solid foundation. And whether you’re employing bought or home-grown data, doing hygiene checks on your email lists is crucial […]

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3 Reasons Why Savvy B2B Marketers Do Email Marketing With Purchased Contact Lists

posted by Margaret Spencer on July 20, 2017

When handled correctly, you can take advantage of purchased contact lists to its full potential. That is why savvy B2B marketers include purchased contact lists in their must-haves especially when running email marketing campaigns. Here are three reasons why they just love to do so. It lets you kick-start your email campaign right away. Inbound […]

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