Watch the eBay case study here.
In this video, John Kelly, Head of Sales at eBay Marketplaces discusses why LeadGenius is the enterprise solution of choice for high-quality B2B lead generation and go-to-market-insights.
eBay uses LeadGenius to test new verticals and identify the right sellers for their platform.
2 years ago, eBay did not have a North American inside sales team. To build that team from scratch, eBay needed to quickly map the entire North American eCommerce market, then test and iterate on targeting strategies to scale as fast as possible.
The majority of businesses selling on eBay are SMBs. The key to effectively targeting SMBs at scale is lead velocity: moving more qualified buyers through the sales process faster.
From a process perspective eBay needed their sales reps spending less time finding key buyer information and wasting time on bad contact data. Accurate lead data is needed to make the selling cycle shorter and more efficient. eBay wants to find users who are most likely to see success quickly so a sales rep can get them onboarded, then move on to the next prospect.
After a few months of working with eBay, LeadGenius reviewed the early results of eBay’s sales strategy and offered suggestions to optimize targeting. LeadGenius recommended a higher contact per account approach as well as a multi-touch messaging strategy that ultimately proved very effective for eBay’s audience. In this way, LeadGenius helped inform the overall success of eBay’s inside sales strategy. Close rates increased and eBay’s sales organization continues to grow.
“We worked with LeadGenius on our targeting strategy, and they helped inform the success of that strategy. LeadGenius has been a great partner."
John Kelly, Head of Sales
LeadGenius uses a unique combination of machine learning and real human researchers to maximize the efficiency of any B2B marketing or sales team with quality-assured contact and account data.
With LeadGenius, you can:
- Map your target market and key accounts with critical insights and custom data.
- Improve existing data in your CRM or marketing automation platform to improve forecasting.
- Generate reliable, quality-assured contact and account data.
- Personalize outbound email at scale.
- Build and segment detailed target account lists quickly and accurately.
- Analyze everything from personas to hyper-segmented markets.
New Lead Generation
Don’t buy a list. Build a pipeline.
If they're out there, LeadGenius can find them. LeadGenius is the only reliable source for hard-to-find data at scale.
Identify multiple decision makers. Build a named account list. Consolidate your lead sources.
Your database should work for you, not against you.
Whatever marketing and sales technologies you use, LeadGenius makes them run smoother -- just the way your Ops team wants.
Maximize the value of your CRM and marketing automation software. Improve records with key data and additional contacts.
YOUR OUTBOUND PROCESS JUST EARNED IT’S PHD.
When done right, outbound is more targeted, more predictable, more scalable, and less expensive than inbound.
Create a consistent, reliable, and predictable outbound pipeline. Scientifically validate market segments and buyer personas.
How much of your total addressable market (TAM) you are missing and how much that segment is worth?
Analyze your total addressable market. Estimate opportunity value and runway for new verticals. Reveal hidden opportunities in your database.