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Level Up Prospecting
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Ilya Lichtenstein
April 20, 2015
Business
1
88
Level Up Prospecting
Advanced strategies to take inside sales prospecting to the next level.
Ilya Lichtenstein
April 20, 2015
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Transcript
Ilya Lichtenstein Cofounder/CEO, MixRank April 20, 2015 Level Up Your
Prospecting
I.A little high level strategy II.A lot of highly actionable
advice and specific tactics III.The one most important thing you have to do next Agenda
1. Set up appointments 2. Keep the pipeline full -
“the leads must flow” Your Mission
1. Send lots of emails 2. Call a lot of
people 3. Generate a lot of leads NOT Your Mission
1.Don’t stop at firmographics or job function. 2. The Key
Formula: Customer Identity Fit X Motivation 3. Always score outbound leads. 4. Your goal is to disqualify (just like hiring!) Rethink the ideal customer
List Building Secret #1: LinkedIn Skill Search Use Alumni Search
to get premium filters for free
List Building Secret #2: Twitter Lists Export followers of corporate
accounts on FollowerWonk
List Building Secret #3: Hidden Graph Search All Facebook Graph
Search queries still work if you know where to look https://www.facebook.com/search/165885526769558/likers
•Yourself Only Research mode. Don’t scale. •1-4 Reps Build SDR
Team. Ramp down non-sales time. •5-10 Reps Evolve towards greater specialization Next Level
Want to chat about automating this entire process?
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