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How to Get More B2B Leads Using “Position Title” Search
Finding potential clients with a lead generation solution is easy, fast and efficient. However, for some users, not all searches seem to be successful, and the number of generated leads feels flat. The reason behind this has a lot to do with a variety of names the same job position has.
A Sales Representative can be called Sales Associate, Sales Operation Coordinator, Business Development Manager or even Brand Ambassador. This mixture of position names costs problems to the lead generation solution users who are looking for potential clients by putting keywords in the “Position keywords” field.
In this blog post, we’ll show you how to use the “Position Title” search wisely and get better search results that lead to more closed deals.
How to look for C-Level leads
If you’re looking for C-Level people, put their position name not only in the abbreviated version but also in full. Here are some of the most popular “chiefs” that you might be looking for:
As you’ve probably noticed, some positions have the same abbreviations. For example, Chief Technology Officer and Chief Talent Officer can be called CTO. To avoid confusion, put the full position name as your search keyword.
The analysis of ere.net showed that the most popular “chief” titles are CEO (Chief Executive Officer), CFO (Chief Financial Officer), and COO (Chief Operating Officer). So, you can expect to find them in the majority of American organizations.
To expand your C-Level search pool, add position titles that start with “Head of…” For instance, CTO (Chief Technology Officer) can be called Head of Technology, CMO (Chief Marketing Officer) – Head of Marketing, etc.
“Head of” vs. “Director of”
Sometimes “Head of..” may equal to “Director of…” and it won’t refer to the C-Level position. To avoid a mix-up, get familiar with your prospect’s company structure. The Oxyleads extension can help you with this task. Go to your prospect’s website, click on the extension, browse through your target’s staff and learn about their organizational structure.
Double position titles
For business owners, it’s pretty common to have double position names. For example, Owner CEO, Owner Sales Director, Owner Co-Founder.
Also, business owners tend to have positions like Board Member, Managing Director, Partner, etc.
A trend of growing titles
ere.net discovered the trend in the growth of a C-Level title itself. Where three words used to be sufficient, they found hundreds of examples of Chief titles with four or more words.
The longest title in the C-suite that ere.net found was the Chief Human Resources and Civil Rights Officer role at Oregon Institute of Technology.
So, keep in mind this trend and use the OxyLeads extension to check whether your prospect is a fan of long titles or not.
Using different language
If you’re looking for business leads outside of the U.S., get familiar with business position names in other languages. For example, in Spanish-speaking countries, business owners usually use the Spanish position title “Proprietario.” In Italy “Owner” is called “Propietario.”
Learn what your prospect’s position title is called in their language and add it to the “Person keywords” field. It may help you find a lot more leads!
While searching for a particular position, try to put its name as an abbreviation. In some cases, abbreviations are natural, such as CEO, CMO, and other Cs. However, sometimes they are not so obvious. For example, Business Development Manager can be referred as BD Manager or even BDM.
Words related to certain fields
According to the balance, a job title can describe the responsibilities of the position, the level of the job, or both. The most common terms that go with a level of the position are executive, manager, director, chief, supervisor, etc. Words that reflect the responsibilities of the position are countless: accountant, specialist, mechanic, chef, teacher, etc.
Here is a list of some keywords that are the most common in a particular industry.
(Check this article by Stephen Ashcroft of the 99 names you can call a procurement professional)
So, while looking for potential clients with the lead generation solution and using the “Position keywords” field, try to think about other ways to name the same job. Instead of using only abbreviations, write the full position title. Or, on the contrary, use abbreviations instead. Keep in mind that people may be using a different language or their title may contain additional words.