For many SaaS providers, it’s event season. And as your company gears up for top industry events like SalesHacker, Shop.org, Advertising Week, ExactTarget Connections and Dreamforce, you’re going to need a plan for setting up quality, face-to-face meetings with prospects during the show.
Fairly recently, most of the larger trade shows have stopped giving sponsors and exhibitors access to the attendee list. This was done mainly to protect their attendees from receiving cold calls and emails, which, if you’re a sales development rep (SDR), presents a bit of an issue. Lucky for you, there are a few ways to get around this obstacle, if you’re willing to put in a little extra effort.
No list, no problem
First, if you haven’t already, be sure to ask the vendor if they can provide you access to a version of the attendee list that only includes company name and title. Many times, the sponsorship director will be okay with this, because they are not giving away personal information like email addresses or direct lines. You can then fill in this partial list by matching company and title information with the corresponding prospect on LinkedIn.
If this is not permitted, you’re going to have to think outside the box. This is where we think Datanyze might be able to help.
Using Datanyze’s Targeting tool to build your own attendee list
Let’s say your company has a booth at Shop.org, an event where most of the attendees will be retail marketers. If your company sells enterprise software, you’re going to want to target retail companies with heavily trafficked websites that have implemented high-end ecommerce platforms like IBM, Oracle, Hybris, Magento Enterprise and Demandware.
The below screenshot shows a Datanyze Targeting report, which found 396 websites that fit this criteria — note that the full list of 396 websites is available through the ‘Export to CSV’ button. We’re willing to bet that a good majority of these companies will be at Shop.org this year!
Finding the people behind each website
Uncovering 396 target accounts is great, but it’s all for naught if you can’t find the right prospect to reach out to. Through Datanyze’s People tool, we provide you with a list of prospects for any website found in a Targeting report. Here’s an example of the top six results we found for Sephora.com… not too shabby.
Export to Salesforce
If your company uses Salesforce, Datanyze can export the people you’ve found via the Targeting report directly into your Salesforce CRM in one click. By clicking the red ‘S’ icon, your prospect’s name, title, company, email address, website and currently used technologies will be exported to the corresponding fields within a Salesforce record, affording you more time to craft that perfect outreach email or cold call script.
Datanyze at SalesHacker Boston!
As a small aside, our very own founder and CEO, Ilya Semin, will be presenting at this year’s SalesHacker Boston. If you plan on attending and are interested in hearing more sales and lead generation tips, be sure to check him out on September 15th at 10:20am ET. We hope to see you there!
About the Author
Sam is the director of marketing at Datanyze. He's a big John Hughes fan who occasionally fills the DZ office with the sweet sweet sounds of 90s rock giant, Creed.Follow on Twitter More Content by Sam Laber