Level Up Prospecting

Advanced strategies to take inside sales prospecting to the next level.

Transcript

1. Ilya Lichtenstein Cofounder/CEO, MixRank April 20, 2015 Level Up Your Prospecting
2. 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
3. 1. Set up appointments 2. Keep the pipeline full - “the leads must flow” Your Mission
4. 1. Send lots of emails 2. Call a lot of people 3. Generate a lot of leads NOT Your Mission
5. 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
6. List Building Secret #1: LinkedIn Skill Search Use Alumni Search to get premium filters for free
7. List Building Secret #2: Twitter Lists Export followers of corporate accounts on FollowerWonk
8. 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
9. •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
10. Want to chat about automating this entire process? ilya@mixrank.com