“I wish I had fewer accounts” – No sales rep, ever
Whether you manage sales development reps (SDRs) or account executives, one thing you’ll never hear your team complain about is having too many accounts to pursue. If your sales team is running through accounts like Liam Neeson runs through his daughter’s kidnappers, you’re going to have to find additional ways to expand your addressable market without sacrificing quality.
In the below, we’ve outlined a few common (and, perhaps not so common) ways to find more accounts — and fast.
Download CrunchBase’s Database
If you aren’t familiar, CrunchBase is essentially a digital library for all startups covered by TechCrunch. You can search CrunchBase for background information on startups (funding, industry, competitors, investors etc.) or, for the purpose of this post, you can download the entire list of startups with their information, into one colossal spreadsheet.
To visit the particular page in CrunchBase and download the spreadsheet, click here (just a heads up, it’s about 50MB).
That’s the easy part. Once you’ve got the spreadsheet in Excel, the hard part is determining how you want to segment this information. First, go to the ‘Companies’ tab — initially, we recommend narrowing the results by the ‘market’ and ‘company_funding_usd’ columns. To get a list of the newest startups, sort by the ‘founded_month’ column.
Use LinkedIn for new contacts in your inbox every week
This may not be news to many of you, but, for those who haven’t played around with LinkedIn advanced search, we highly recommend doing so.
Once you’ve logged into LinkedIn, select ‘Advanced’ from the top menu. This will bring up the below page.
From here, we suggest doing the following:
Add a few terms that your perfect prospect would have in their profile under ‘Keywords’.
Uncheck ‘1st Connections’ and check ‘3rd + Everyone Else’. At this point, we’re going to assume that most of your 1st Connections have already been exhausted.
Select a location, industry and profile language
For free users, go ahead and hit search. If you have a premium account, we highly recommend checking out ‘Seniority Level’ and ‘Company Size’ to further hone in on your target prospect.
Once you’ve got all your filters set, hit ‘Search’
Now, these results are great, but they aren’t going to provide you with a steady diet of new prospects. Fortunately, LinkedIn allows you to set up weekly or monthly notifications, where a fresh list of prospects is sent right to your inbox. This will help you keep up with prospects as they change their LinkedIn profiles to reflect new qualifications and job opportunities.
Use Datanyze to find companies trying your competitors’ technology
At Datanyze, we crawl the web to help our customers find their perfect prospect. Let’s say for example, you’re an analytics vendor. Wouldn’t it be nice to know every company that has stopped using Google Analytics, or a similar provider, in the past week? These companies would most likely be searching for another analytics solution, and that new solution could be yours.
With Datanyze Alerts, you can continuously feed your team new accounts based on the technologies that are being added or dropped from your prospects’ website each day. By tracking your competitors’ technologies or technologies your product integrates with, you can be sure that every new account is highly qualified and in the middle of the buying process.
Leverage Google Related Search for a quick filler
Massive databases like Crunchbase and LinkedIn are great for finding 100s of new accounts, but what if you’re looking for 3 or 4 companies similar to the one you set that meeting with last week?
For a quick list of similar websites, we recommend trying the related search function on Google. For example, the below related search for walmart.com brought up the following results:
Along the same lines, there are a number of ‘similar site’ search engines devoted to queries like this. If you want to investigate further, we’ll leave that up to you…
Be good to your customers and they will be good to you
This may sound crazy, but we’d be willing to bet that your customers know their space a lot better than you do. That’s why it never hurts to ask your (happy) customers for a referral.
Now, this type of conversation might feel somewhat uncomfortable for your reps at first, so we recommend creating a spiff around referrals to encourage them to break out of their shell. Here are a few ideas to get things going:
Give your reps a higher commission on referral deals won
Award a prize to the rep that closes the most referral business
Add the task ‘ask for referral’ to the workflow of your outbound sales process
For SDRs, have referral opportunities count for twice that of regular opportunities
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