1- Sourcing

Definition

Lead sourcing is the process of identifying and gathering potential leads for a business. This can be done through a variety of methods, such as online research, networking, and purchasing lists of leads from third parties. The goal of lead sourcing is to find potential customers or clients who may be interested in the products or services that a business offers, so that the business can then engage with those leads and try to convert them into paying customers.

How?

Build DBs of companies & leads on Sales Navigator using Captain Data.

• Company Directory Template
• Use cases directory

To-do : Instructions and Loom on Captain Data

2- Enrichment

Definition

Lead enrichment refers to the process of gathering additional information about a lead in order to better understand their needs, preferences, and potential fit with a company's products or services. This can involve using a variety of methods to gather data about a lead, such as online research, contacting the lead directly, or using third-party data sources. The goal of lead enrichment is to improve the quality of a lead by providing a more complete picture of the lead's requirements and characteristics, which can help a business tailor its marketing and sales efforts more effectively and increase the likelihood of converting the lead into a customer.

Who?

When selling complex IT software to a company, it's important to target the right person or team within the organization in order to maximize your chances of success. The best point of contact will vary depending on the size of the business. Here are a few general guidelines on who to target and why, depending on the size of the company:

1. Small-to-medium-sized businesses (SMBs) - <$50m in Revenues and <500 employees: In small-to-medium-sized businesses, the decision-making process is often more centralized and less formalized, which means that you may need to target multiple stakeholders in order to close the deal. The best point of contact will often be the business owner or a high-level manager, as they are likely to have the most influence over the decision to purchase the software. In our case, we will target in priority: CEO, CTO, VP or Head of Engineering, COO.
2. Large businesses - >$50m in Revenues and >500 employees: In large businesses, the decision-making process is often more formalized and involves multiple stakeholders. In this case, it's important to identify the key decision-makers and target them specifically. The best point of contact will typically be the head of the department or division that would benefit most from the software, such as the IT department, or the head of procurement. In our case, we will target in priority: CTO, CDO, VPs, Head of Engineering, Project Leader possibly web3 department.