Lead Gen Automation

How to automate prospecting and building lead lists for B2B inside sales teams. Presented at Sales Hacker Conference in San Francisco.

Transcript

1. LEAD GEN AUTOMATION SALES HACKER CONFERENCE OCTOBER 17, 2013 ILYA LICHTENSTEIN COFOUNDER,
2. SALES AUTOMATION AT MIXRANK •  NO SDR roles •  NO prospecting by commissioned sales People •  NO cold calling or cold emailing •  92% lower cost per qualified lead •  400% higher conversion rate to demo
3. SCALABLE LEAD GEN COMPANIES DECISION MAKERS CONTACTS
4. FINDING COMPANIES VS LINEAR LATERAL
5. FINDING COMPANIES •  Start NARROW •  First party data sources •  Third party data sources •  Disqualify rapidly
6. FINDING DECISION MAKERS •  Top down or bottom up? •  LinkedIn: X-Ray Search •  LinkedIn: Boolean Search •  Tweets •  Graph Search
8. FILTER CRITERIA •  Business Information •  Competitors and Lookalikes •  Traffic Sources/Marketing •  Keywords •  Technologies and Vendors
9. AUTOMATING AND SCALING
10. AUTOMATING AND SCALING
11. AUTOMATING AND SCALING
12. THANK YOU! ILYA@MIXRANK.COM @MIXRANK WWW.MIXRANK.COM