How to Submit a Research Ticket
What to Include
All research requests must contain parameters for target companies and contacts, including but not limited to:
- A summary: give a brief overview of what you're looking for, the intent behind the search, and to what end you intend to use the contacts (e.g., "I am looking for marketing department contacts for an email marketing and phone outreach campaign") including a few high-level relevant details will help our researches better adjust search parameters to meet your needs.
- Relevant deadlines: If research is required by a certain date, please make sure to include it in your request. Barring imminent need, requests will be prioritized in the order they are received.
- Company firmographic information: E.g., industry/industries, company names is applicable, revenue range, headcount, location, B2B or B2C, etc.
- Company technographic information (if applicable): E.g., Camtasia, Lectora, Qualtrics, etc.
- Contact demographic information: e.g., job titles, departments, management level (C-level, VP, Director, Management, Non-manager),
- Required contact info: specify what contact information is required. A business email address should always be required and a phone or direct dial may be required as well depending on the salesperson's needs.
- Specific names: Include if searching for contact info for a particular contact. E.g., a salesperson researches a person on LinkedIn and wants to find an email address and phone for them. We can use a list of first and last names to run an enrichment search to find whatever info is available.
- Limits and suppression: if there are limits to the amount of contacts that should be exported per company or suppression lists that should be applied to avoid including contacts from specific companies, make sure to specify this when submitting your request.
Tips & Methods
There are several ways in which we can arrive at finding new or enriching existing lead/contact/company information, along with a numbers of tools at our disposal. Here's a broad (but not exhaustive) list of examples:
- Start with criteria for companies and/or contacts to filter by, with no specific company or person in mind. E.g., Marketing department employees, at a manager or director level, at manufacturing companies, with over $100m in revenue, and with the keyword of "email marketing" or "content marketing" in their job title.
- Start with a known company or companies and look for specific criteria at those companies. E.g., find employees in procurement working at Wells Fargo Bank and Chase.
- Find contact info or other data for specific people identified on LinkedIn, corporate websites, etc. E.g., find a business email and direct dial for John Doe at Acme Co.
- Take a list of companies from an external database, e.g., see this list of Market Research companies from GreenBook, and create a match list in Zoominfo to find specific contacts at those companies.
- Enrich a list of people we may have only partial information for. E.g., take a list of conference attendees by name, company, and job titles and add contact info or other data points. Similarly, we can take existing records from our CRM and export them to enrich them.
Including a LinkedIn Sales Navigator List
If you have a researched
Lead List on LinkedIn Sales Navigator and would like to find contact information for your search results, you can
share the list as part of your ticket. You must submit a ticket and include the list name in your ticket for your request to be processed.
Our researcher handling LinkedIn requests will be Virginia Vergara, and she is licensed on our group plan. Any saved searches can be shared with her from your Sales Navigator console. There are several guidelines that must be followed before a list will be exported. If your shared search does not meet these requirements, your ticket will be placed on hold until they are met.
These guidelines exist to ensure you are being sufficiently targeted and timely with your sales approach, to promote quick turnaround time on tickets (lists must be exported one page at a time), and to promote data hygiene in our CRM:
- 200 Results Maximum: If your initial results include more results than this, you are not being sufficiently targeted and requesting more than can be individually contacted and followed up with over a two-week period. Go back and add additional filters until your search is sufficiently narrowed.
- Required Role & Personal Criteria: Job title keywords, job function, and country are mandatory for all searches.
- Required Company Criteria: If searching for results at a specific company or companies, the company name(s) alone will suffice. If searching irrespective of company, industry, company headcount, and company type are required.
Note: These guidelines are a minimum and jumping off point. There are many creative ways we encourage you to search on LinkedIn. Use your judgment and situational needs to think outside of the box and you'll reap the rewards. E.g., including people that are members of a group related to your vertical market or the capability you sell is an excellent way to find people relevant to your sales efforts.