Lead Research Skill
Identify, research, and qualify potential leads for sales and business development.
When to Use
- •Lead generation
- •Sales prospecting
- •Market research
- •Partnership opportunities
Core Capabilities
- •Company research
- •Contact discovery
- •Decision-maker identification
- •Company size and revenue estimation
- •Technology stack identification
- •Buying signals detection
- •Lead scoring and qualification
Research Process
- •Identify Target: Industry, size, location
- •Company Research: Website, LinkedIn, news
- •Contact Discovery: Decision-makers, emails
- •Qualification: Budget, authority, need, timing
- •Enrichment: Add context and insights
- •Scoring: Prioritize leads
Data Sources
- •LinkedIn Sales Navigator
- •Hunter.io (email finding)
- •Clearbit
- •ZoomInfo
- •Crunchbase
- •Company websites and blogs
- •News and press releases
Lead Qualification (BANT)
- •Budget: Can they afford it?
- •Authority: Is this the decision-maker?
- •Need: Do they have the problem?
- •Timing: When will they buy?
Best Practices
- •Personalize outreach
- •Multi-channel approach
- •Track engagement
- •Follow up consistently
- •Use CRM to manage leads
Resources
- •LinkedIn Sales Navigator: https://business.linkedin.com/sales-solutions/sales-navigator
- •Hunter.io: https://hunter.io/