Ilya shows us the technical side of lead and adds context as to what types of leads your should be looking for and how to use and hack data to build endless targeted leads lists. What you will learn: -What to look for when building targeted leads lists. -Clever ways to build scrapers for compiling lead data. -Where to find free and clean emails in bulk and how to mine them. Visit SalesHacker.com for more sales hacks, tips, and tactics.

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