The Lead411 Blog

  • Need a New Data Solution now that Data.com is Done?

    by Jeremy Unruh | May 6, 2019

    As of May 4th, 2019, Data.com is no longer. The company formerly known as Jigsaw was acquired by Salesforce in 2010 for 142M. Since 2010 the desire for more accurate data has forced crowd sourcing companies like Data.com to the way side. As a result, companies that verify data through multiple sources, (and do so in a frequent 2-3 month pattern) have become the preferred resource. Many of Data.com’s customers had “points” or unused credits that are deemed useless as of May 4th, so Lead411 wants to help! As a result of the recent Sunset on Data.com, we are offering […]

    Read More
  • Perfect Timing – 5 Tips for Outbound Email Gold

    by Jeremy Unruh | February 12, 2019

    Outbound email is an adventure.  Your message may end up in the spam box of doom or you may get a quick response back with,  “Wow, perfect timing, let’s schedule a time to chat”. While there are many factors that need to be in place (ip reputation, spam scores etc,) before writing the perfect message, here are 5 tips that can help get the response you are looking for. Know your Ideal Customer Seems like a no-brainer.  The more you know about your existing customers, the easier it is to reach out to like minded businesses and employees.   Key […]

    Read More
  • Marketing Personalization Trends for 2019

    by Jeremy Unruh | January 24, 2019

    Know your ideal prospect.  It seems like a no-brainer to know as much as you can about your ideal prospect so you can not only continue a healthy business relationship, but also understand the segmentation that your sales and marketing efforts work most effectively with.  When it comes to prospecting, and formulating emails that resonate with your ideal segmentation, utilizing personalization can get you in the door (or an open in the inbox) faster than a bland mass email that shows no effort or value. According to HubSpot, emails that are segmented, targeted and utilize personalization can increase sales up […]

    Read More
  • Use Your Existing Customer Profile Data to Build the Perfect Target Market

    by Jeremy Unruh | December 10, 2018

    When creating a list of companies and titles to reach out to, there are several tips that can ensure you are reaching out to the right prospects. As a best practice, it’s extremely valuable to keep a profile of your existing customers. If you know the right information about companies you already work with, you can craft more effective messages and sell more effectively to companies that could be interested in your solutions/services.  Here are some tips to ensure you are collecting the right data about your ideal customer segmentation.   Knowing your Customers Questions to answer about your ideal […]

    Read More
  • Direct Mobile Dials are Fueling B2B Communication Channels

    by Jeremy Unruh | November 1, 2018

    Time is always a key factor in sales. Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity.  However, there is nothing worse than reaching out and getting “ghosted”. Never hearing back and having to deal with the anxiety of “do I reach out again?”, “am I bugging them?”, “did they get my message?”, “I was sent to voicemail again, did I lose the deal?” This uncertainty is nothing new […]

    Read More
  • Reducing Customer Effort in Today's Market

    Reducing Customer Effort in Today’s Market=Delighting Your Customer

    by Jeremy Unruh | October 23, 2018

    We live in an age where products and services are increasingly similar, and are increasingly based on both our fast paced lifestyle, and all that comes along with it. If you’ve tried to have a telephone conversation with anyone under 30 years old recently, you can relate to the above statement. The fact is that the weekly call to Mom has now become three text messages over the course of the same period of time. People in general are busier than ever before. For a business to not take this into consideration when considering how their products or services impact […]

    Read More
  • Sell With a Strategy

    You Can Sell With a Strategy and Still Have Fun

    by Jeremy Unruh | September 20, 2018

    The world of sales is full of obstacles and competition. Dealing with potential customers is like a delicate dance, one wrong step and the performance can be ruined. There are ways to move your product or service while keeping this ‘dance’ elegant and in-step. Don’t lead with a pitch. You almost have to put what you’re selling out of your mind. Start the conversation by finding out what the customer is looking for. As Meghan Casserly at Forbes, points out in her article, clients are looking for help. Identifying what they want or need, is the first step in making […]

    Read More
  • 5 Tips for a Better Outbound Email Campaign

    by Jeremy Unruh | July 31, 2018

    These days, everyone’s phones are always in their pockets buzzing with email alerts, so email marketing can reach even more people than any other type of internet marketing. Because of this increased reach, you’ve decided you want to try an email marketing campaign. Congrats! Now what? Here are some writing tips for marketing emails that will get you the most traction. 1) Personalize your email – People love feeling special, so make that marketing email special. When you personalize your email, don’t just use Hi . Personalize it with as much information as you can, like congrats on your new […]

    Read More
  • Shorten your Sales Cycle with Sales Triggers

    by Jeremy Unruh | July 9, 2018

    In today’s sales world, we are surrounded by time savers. Data is at our fingertips 24/7; we can share files with co-workers, have a video conference call with 12 people in 3 different states, and shorten work-flows with real-time messaging. One aspect of sales that has been traditionally slow, however, is the sales cycle. Companies battle internally with deciding on the right decision to make. Should we add this software, do I trust that this will benefit the company, do we have the budget? It is an understandable dilemma, as no organization wants to make a bad decision, but for […]

    Read More
  • Lead411 and PersistIQ to Offer Premier Data + Sales Engagement Solution

    by Jeremy Unruh | February 7, 2018

    Integrated High Quality Lead Intelligence & Elegant Sales Automation to Provide a “one-stop-shop” for the mid-market SAN FRANCISCO–(BUSINESS WIRE)–SaaStr 2018-Marketing and Sales teams in the mid-market face daunting solution integration problems and a confusing number of choices. From CRM to email marketing, deploying an easy-to-use, high-quality solution has required custom integrations and endless support for updates. Nowhere has this been more painful than as it relates to access to high quality, well vetted data available directly inside an elegant and simple automated sales system. Lead411 & PersistIQ will integrate their market-leading solutions in Lead Intelligence & Sales Engagement to finally […]

    Read More
  • Woman looking at new hiring trends on a tablet in an office

    How Using Hiring Trends Can Lead to New Sales Opportunities

    by Jeremy Unruh | October 12, 2017

    Prospecting for new clients is perhaps the most challenging and yet most crucial task in any business. Without viable leads, a business will soon fail. Here at Lead 411, we know a thing or two about prospecting for hot leads, and we have multiple ways of notifying you when a business is primed to buy new products and services. One way you can find out if a company is ready to buy is by examining their hiring trends. Why do hiring trends matter? Hiring trends are considered a sales trigger. A sales trigger is an event or occurrence that creates an opening for marketing or […]

    Read More
  • Understanding Brand Positioning: How to Make Your Marketing Work For You

    by Jeremy Unruh | September 6, 2017

    The first step in creating effective marketing messages is to clearly identify your company’s brand positioning. All too often, a company isn’t clear on exactly what it does best, which can leave potential customers confused. Understanding the three different brand positions, and how to clearly define which position your company offers, can help you attract new customers quickly and efficiently. Cost Leader Companies who choose the Cost Leader brand position promise to offer customers the lowest price. This position is a good fit for brands who specialize in logistics and operational effectiveness. Wal-Mart is a well-known brand that effectively positions […]

    Read More
  • Trigger data showing a group of business people connected to a robot, wires coming out from their brain, exchanging information with the machine, EPS 8 vector illustration

    How Recruiting Trigger Data is Fueling Staffing Industries

    by Jeremy Unruh | August 15, 2017

    As a recruiter in a large company, you already know the challenges in finding the perfect candidates to hire in each department. Perhaps you’ve gone through a lot of turnovers over the last few years simply because you didn’t do well enough in vetting the candidates you interviewed. If you’re still doing this, it’s time to start using intelligence data in your company. To find and fill positions, trigger data does more than just find information on potential employee leads. It can help you mine data when you need to receive funding or when releasing an IPO. Finding Fresh Contacts […]

    Read More
  • Cropped shot of two businesspeople working analyzing data with intelligent marketing triggers

    How Intelligent Marketing Triggers are Eliminating the Tradition of Buying Lists

    by Jeremy Unruh | July 17, 2017

    Using Data to Grow Your Prospects More data is publicly available today than ever before, and this new information is helping marketers rethink their approach to sales. By analyzing data in an intelligent way, marketers create more targeted conversations, convert more prospects to customers, and eliminate the need to buy lists and blast information with intelligent marketing triggers. List Buying Traditional thinking about internet marketing creates a demand for an endless supply of new contacts. In the past, sales teams turned to list buying as a way to source new email addresses. List buying allows marketers to build up their […]

    Read More
  • Adding Urgency to a Sales Interaction

    by Jeremy Unruh | June 8, 2017

    Adjusting your sales pitch to include a sense of urgency can increase your close rates dramatically. When you get a hot lead, the first thing you want to do is call or email the prospect and close the sale. It’s fun and exciting to reach out and make the case why your product or service is the perfect fit for your customer. However, calling without a plan can be a recipe for disaster. Planning ahead, especially with the strategy of creating urgency and a deadline for your prospect is often the best strategy. Time and again, adding urgency to a […]

    Read More
  • The Power of Listening in Business

    by Jeremy Unruh | April 25, 2017

    The best sales people are those who listen, instead of dominating the conversation. You’ll discover the needs of your customer, dispel any concerns they have, and build a positive relationship that keeps people coming back to your company again and again. Ready to improve your sales with the simple act of listening? Here are a few tips to get your started. Benefits of listening in business Most customers buy because they have a need that your product fulfills. But pitching the product and going for the close as soon as possible leaves potential customers feeling pressured. Instead of doing all the […]

    Read More
  • Why we Think Data.com is Shutting Down

    by Jeremy Unruh | March 27, 2017

    Salesforce will soon be announcing the end of a partnership with Data.com.  Salesforce acquired Data.com (previously known as Jigsaw), the crowd-sourced data provider, back in 2010 but the relationship has been rocky from the beginning.  Salesforce support chat has mentioned that they will continue to sell data.com until August of 2017 but the partnership will end in August of 2018. It is unclear why the relationship is dissolving but we have some insight as to what could have been the cause of the break-up.   Inaccurate Crowd-Sourced Data   Data.com’s business model is highly dependent on users adding, exchanging and […]

    Read More
  • post-subscribe email autoresponder

    3 Tips For Building The Perfect Post-Subscribe Email Autoresponder

    by Jeremy Unruh | February 15, 2017

    Building the perfect post-subscribe email autoresponder is a step many businesses often overlook when it comes to lead conversion. Email autoresponses are almost an afterthought for many brands, mainly because they forget the power it could potentially wield to turn a browsing prospect into a loyal customer. However, following some easy tips when it comes to building the perfect post-subscribe email autoresponder will help turn that around, and ensure that prospects are able to become customers with ease. 1) Offer valuable content without wasting time Many customers lament about the arduous process of subscribing to emails, with many giving up […]

    Read More
  • outbound sales engagement

    Top Strategies For Effective Outbound Sales Engagement

    by Jeremy Unruh | January 31, 2017

    Businesses today have numerous avenues to announce their presence to potential clients. Social media and web content strategies have without doubt increased visibility in the highly competitive online marketplace. Targeted customers have so many options to choose from and therefore take their time before picking a particular company to engage. It can, therefore, be frustrating for a business just to sit and wait for the inbound sales. Here are the top strategies that can help you to meet your sales target through effective outbound engagement. Intelligent leads The days of Cold-calling hundreds of telephone numbers with the hope that one […]

    Read More
  • How to Capture Millennials with Email Marketing

    by Jeremy Unruh | January 19, 2017

    The rapid rise of social media has some marketers questioning what types of marketing appeals to Millennials. Some would even argue that email marketing is a marketing tool that Millennials don’t embrace, choosing to consume marketing material in more visually stimulating formats. However, email marketing has never been more effective in achieving ROI goals for small and medium size businesses. According to eMarketer, email marketing tops the list of digital tactics driving customer acquisition and retention. Savvy marketers are likely to counter that although email marketing works now, it simply doesn’t appeal to millennials. A recent study in AdWeek found, […]

    Read More
  • Teamwork!: How Collaboration Can Help Sales Teams

    by Jeremy Unruh | January 13, 2017

    Are you looking for the secret to sales success? It might be sitting right in front of you…literally! Pipedrive calls collaboration “arguably the most important factor you can tweak to improve your sales metrics”, and this sentiment appears to be echoed by experts and data throughout the industry. Collaboration is transforming the sales process in a way that benefits the team and the customer. When teams collaborate to align sales and marketing goals, salespeople are 56% more likely to be top performers. Here are 3 ways collaboration can help your sales team: Collaboration fosters communication between teams, allowing salespeople to […]

    Read More
  • Lead Pipeline 2017: Start with Account Based Selling

    by Jeremy Unruh | January 4, 2017

    Near forthcoming Q1Y17 presents sales strategists an opportunity to capture new leads for business growth. These days, sales leadership relies on more than mere selling. A global sales plan should include account based selling (ABS) methodologies. Connect with multiple decision makers in a single organization, with these top ABS approaches to closing the deal in 2017. Top 10 ABS Approaches in 2017 1. Budget Leveraging the sales process requires an adequate budget. Companies that invest in updated tools will be able to maintain a competitive edge in selling. Budget for scalable software technologies, designed for sales account management. Lead pipeline […]

    Read More
  • Sell to Executives

    4 Tips on How to Sell to Executives

    by Jeremy Unruh | December 14, 2016

    You cannot approach selling to executives in the same way you approach any other sale. It’s true that selling to executives versus employees is a shorter process, (less waiting for approval periods), but it does require a totally different strategy than the one you use for employees. To save you time, and execute your sales effectively, consider these 4 tips. 1. Optimize methods of connection. Multiple studies have shown that executives are in touch with all methods of communication. A study from Ber|Art reported that over 55 percent of top-level management regularly check Facebook. 64 percent reported to using LinkedIn on […]

    Read More
  • How to Fix a Leaky Sales Pipeline Fast

    by Jeremy Unruh | December 6, 2016

    You have efficiently and effectively filled the sales funnel with fresh leads by gaining insights and improving opportunities, movement and action using tips from references such as this one from Tellwise. You have a process to quickly engage your customers and your sales reps are in the field making contact with new and old leads, but before these leads reach the end of the pipeline, the flow steadily slows until only a few of those leads trickle out and turn into real sales. The problem is not related to clogs, as you have already reviewed the process and removed any roadblocks using […]

    Read More
  • How to Engage Highly Qualified Leads: Finding the Right Information Before Taking Action

    by Jeremy Unruh | November 30, 2016

    In the B2B world, it’s easy to assume that every lead you go after is going to think alike. It’s risky to make assumptions the B2B industry is overly uniform and businesses automatically gravitate to products like yours. In truth, every business customer is different. Your sales and marketing team could end up wasting time going after leads that don’t even qualify based on your criteria. It’s time to learn how to engage highly qualified leads to avoid wasting time you could spend on more important things. What’s important is to give your sales and marketing team the right tools […]

    Read More
  • B2B Email Marketing Tips for the Holidays

    by Jeremy Unruh | November 16, 2016

    While the holiday season is boom or bust for retailers, B2B email marketing requires some extra thought ensuring that the season remains strong and leads do not cool while customers focus their efforts elsewhere. Steve Denner wraps up a few tips in his article “4 tips you cannot ignore this holiday season” to help keep your email marketing campaign focused and in front of your business partners. Beware of spam As businesses and retailers turn up the heat to boost sales, email inboxes stuffed full of goodies, may often go unread. As receivers become overwhelmed, rather than read every email […]

    Read More
  • Knowing More About Your Prospect Before You Call: It Makes A Difference

    by Jeremy Unruh | November 15, 2016

    Calling various prospects on the phone can be intimidating. The sales pitch needs to go out the window because it’s ineffective. Research has shown that knowing more about the person you’re calling makes all the difference in the world. Customize the Call The old-fashioned idea of cold calling was hard because it was all about spewing information and hoping that the lead would stay on the phone long enough to learn something they found useful. Now, it’s better to customize the call. Ask questions and be sure that you offer a solution based upon their responses. You want to have a […]

    Read More
  • 8 Ways to Improve Your Outbound Email Deliverability

    by Jeremy Unruh | November 7, 2016

    Your email list is growing, your content is on point, but wait…your delivery percentage is dismally low! How are your going to turn these emails into sales if you can’t reach your customers? These 8 tips to improve your outbound email deliverability will ensure your message reaches everyone on your list. 1. Clean Before You Import Scan all lists before you import them, especially those from contests and trade shows. Remove duplicates and then vet all emails thru a service like Email Checker or Mail Tester. And of course, only import emails from reputable sources! 2. Keep Your List Healthy Purge! Remove […]

    Read More
  • Big Data

    How Big Data can Fill Your Sales Pipeline Fast!

    by Jeremy Unruh | November 3, 2016

    Big data is this generation’s telephone. It changes everything about our lives, from the regulations we live with, to the charities we support, and even the products we buy. Particularly, big data has revolutionized the way companies think of potential customers. Instead of trying to pull them to the product, companies can put the product where consumers are. Information is the most powerful force in advertising. If you’re looking for ways to build your customer pool and convert leads into sales, you need to look at what Big Data practices can do for you. Think about how these three strategies […]

    Read More
  • The Evolution of Sales – Create a More Effective Sales Approach

    by Jeremy Unruh | October 21, 2016

    The term “sales approach” has evolved with the changing needs of society. As a result, the way that a salesperson goes about the entire process needs to be revisited. The following 3 tactics will impart some fresh insight on the practiced art of selling, and allow you to create and tailor a more effective, results-oriented sales approach. Research, and Enlighten Yourself! In any field, subject, or profession, the more knowledgeable and educated you are, the better equipped you are for success. Sales is no exception to this rule. In the past, the process of selling involved the sales person contacting the […]

    Read More
  • Predictive Analytics and the Sales Process

    by Jeremy Unruh | October 21, 2016

    Though many modern marketers and business executives have heard of and understand terms like data analysis, big data, data mining, predictive analytics, and the like; there are still many professionals that have heard the terms, yet don’t understand them. However, predictive analytics is something that all professionals should strive to understand. Predictive analytics can offer businesses a simple way to increase revenue while decreasing risks and costs. Predictive analytics is the use of data gathered through: Machine learning, Statistics, Data mining, and Modeling … to clarify what has happened in the past. In theory, studying these patterns can predict future […]

    Read More
  • Lead411 Reduces Risk Associated With Losing Customers To New Jobs

    by Jeremy Unruh | October 5, 2016

    Lead intelligence platform captures job changes, tracks sales champions and mitigates risk associated with losing champions to new jobs April 18, 2016 — BOULDER, CO. — Losing valuable sales champions to new roles or different companies can lead to customer churn and missed opportunities. Today, Lead411 announced the availability of TrackStar, an enhancement to its lead intelligence platform, which reduces that risk by notifying sales and marketing leaders of position and/or company changes associated with a contact. “Our business was built on the belief that our customers need a more comprehensive view of their prospect and his business in order […]

    Read More
  • Two Accolades For Lead411 Last Week!

    by Jeremy Unruh | October 5, 2016

    In the past year we have made a ton of improvements. We have been working really hard with you to figure out what you need and how we can step up our game. Because of this we have seen a HUGE increase in customer satisfaction and that is reflected in our ratings inside G2Crowd. Last Friday we were notified that we were in the Top 3 of all Sales Intelligence platforms in terms of customer satisfaction in their Best of 2015 User Choice Lists. In addition, G2Crowd also asks specific questions to any user that is being surveyed across all […]

    Read More