Target Name Research



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Target Name Research
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To improve sales we need to communicate the right message to the right people at the right time - that's common sense. Any marketing budget will be under pressure to demonstrate a return on a company's investment, often within a specified timescale - so part of the budget must be allocated to quality lead generation.


Our recent article Target Name Research - Getting to the RIGHT People looks at how to gather that "hard to get" information not appearing on traditional marketing lists and demonstrates how to make a Target Name Research campaign focused, accurate and cost effective.


Initial Steps


Identifying which companies within which sectors within which countries you wish to target are the first, and possibly the easiest steps.


Considering specific roles within those organisations that are the right decision makers in the purchasing process for your products, solutions or services is the next key stage, but the process of obtaining the contact details for those roles can be extremely difficult, time consuming and, ultimately, costly.


Never is this more true than in the IT, Telecommunications, and Technical Computing sectors, where Business Advantage specialise.


Identifying Key Decision Makers


We call this process "Target Name Research", - the identification of key decision makers within a wide range of sectors together with their personal contact details, including address, direct dial telephone number and email address. The following are a sample of some the sources we use to identify key contacts:


  • Company Web searches
  • Journals
  • Ezines
  • Conference speakers and attendees
  • Company Press releases
  • Investor sites/analyst reports
  • Proprietary Business Information databases e.g. OneSource, Hoovers, Bureau Van Dijk and Tech Corp
  • Social/business networks e.g. LinkedIn, Ecademy
  • Summarization search engines e.g. Zoominfo


  • Business Contact market places e.g. Jigsaw
  • In house contacts database - IT decision maker contacts
  • In house CAD/CAM decision maker database
  • Trade Associations membership lists
  • Professional Associations lists
  • Directory lists
  • Commercial data providers e.g. Dun and Bradstreet
  • Prospecting databases e.g. Marketsafe
  • Credit Agencies

Our Final Checks guarantee High Quality Data


Business Advantage succeed where others might fail because we are passionate about the details of the process, because we combine multiple approaches and because we leave no stone unturned in the search for accurate data.


Once a list of targets is established, we use primary research techniques to call the companies and verify that the details are current and accurate. This is a vital stage in the research process, ensuring, as it does, that the data we deliver to you is completely up-to-date and accurate.


For more information contact us on +44 (0) 1689 873636, or


Calls may be recorded for training and quality purposes