It has never been easier to find qualified Belgian companies, just like the entrepreneurs behind them.
Let us guide you through our own workflow in these 4 steps.
STEP 1: Find qualified companies
In this first step, you will get to know our Total Addressable Market (TAM). It is an important step in strategic sales, based on knowledge of your ideal customer profile (ICP). It's best to look for parameters they share to segment between the more than 2 million companies that openthebox can provide you with information about: equity, EBITDA, number of directors, number of employees, etc.
In the example below, we looked for Holdings (an official activity code, also known as NACE) with 2 directors or fewer, and at least 10 million in equity, and no employees. Rather, these are investment institutions or asset management institutions.
Once finished, we can click on “Save these companies”, which will create an entity group. That is the basis for the rest of our process.
STEP 2: Find owners & directors
Openthebox has a handy feature called “Recommend Similar Entities”. For this workflow, we use it creatively.
If you set “Hops” to 1, your “Relationship Types” to Administrators, and your “Recommended Entity Type” to People Only, you get a list of administrators of the companies you've saved, which you can export as .csv. Save this .csv for your next step!
.png)
STEP 3: Strategize and connect
Upload your .csv from openthebox as an “Account List” and take a look at your connections and ways to contact companies.
Side note: This is only available with a LinkedIn Sales Navigator Advanced subscription or higher.
Then you can easily get in touch on the platform and start the sales process. You can also look for your common connections as an opportunity for a warm introduction.
STEP 4: Prepare for your meeting
You've successfully used openthebox and Sales Navigator, now it's time to go to your first meeting. Of course, you check your potential customer's LinkedIn and maybe some other social media beforehand, and that gives you great information about the person you're about to meet. But for everything related to their business, open their openthebox company page and see their latest published financial information, company network, and more.
You are now better prepared than ever.
