Hacking Lead Gen
CEO of Sales Hacker Conference, SalesHacker.com
Follow me @MaxAlts & @SalesHackerConf
• Built the supply side of the Udemy Marketplace.
Helped them raise their A and B rounds, over
$15m in funding. Just raised a $32m series C.
• VP of Biz Dev for AttorneyFee. Bootstrapped an
sold to Legalzoom for 8 figures. Streamlined both
sides of the marketplace.
• Started the Sales Hacker Conference, Sales Hacker
Lead Gen Strategy
Figuring out your ICP and where to find
Top Down or Bottom Up outreach.
Mix of web scraping, Virtual Assistants,
and Sales Automation tools.
Can automate the entire process up
until prospects first response.
Use free or cheap tools. Mantra = do
more with less.
ICP = Ideal Customer Profile
Who is your target user, customer, company, job title,
Where are they? What over services are they
using/paying for? FB and Google Ad spend, API
Can use Datanyze, BuiltWith or Mixrank to find customers using similar
Reverse engineering past deals to find target companies
and entry points (which job title).
Segment based on size of the company. Different entry
point for F500 company than Series B company (Field
Marketing Manager vs CEO).
All you need is First Name, Last Name, and
Can pull accurate lists in real-time by the 1000’s
Can test existing emails as well
All you need is Title or Company Name
Tests emails directly in your browser
Can pull .csv files of massive, targeted lists.
Signals by Hubspot
Create templates and A/B test them (subject line, call
Use dynamic fields (First Name, Company, Personal
Cue up follow-ups, at least 7 spaced out over 3
Cold emails depend on the context of the people
you’re reaching out to.
For lead gen pay them $3-$5 per hour.
Give a test in the hiring process.
Can self manage and train using Google Groups or
Very detailed directions with screenshots.
Tell them what info you need or setup the list for them
the first time.
Had as many as 12 on this at Udemy.
I work with 1-2 personally at all times.
*Bigger companies with higher budgets should check out a team
from TaskUs/LeadGenius. Already built and ready to be deployed.
Teach the entire process to Virtual Assistants.
Get them building lists and sending emails for
You take over as soon as a lead responds.
Set up a call on the first response.
Great for companies with endless leads.
Can be done with a 1 man team or large sales
Good Startup CRMs
Salesforce is a UX nightmare but scales with massive sales teams
and there’s a good chance your sales exec hires will already be
comfortable with it.
“If you hire Roger Federer, you let him choose his racket.”
Followerwonk for finding individuals with certain
skillsets, credentials, job titles, etc.
Keyword SEO tools for creating keyword strings
for your VAs. (tools.seobook.com)
SellerCrowd for finding the right targets in Brands
Rapportive, Refresh.io, Boomerang for Gmail,
Google Labs for Gmail(undo send)
Follow along at www.SalesHacker.com for
more sales hacks.
Stay tuned for the next Sales Hacker
Conference in a city near you.
Email me - Max [at] SalesHacker.com
Follow me @MaxAlts