Scaling sales
ridiculously fast
with virtual teams
Anand Kulkarni
CEO, LeadGenius
About Me
CEO, LeadGenius (MobileWorks)
YC, A16Z, 500S
8 years in crowdsourcing &
virtual staffing
NSF ex-doctoral candidat...
How you should think
about growth
Once you have product-market fit, the only acceptable
limits on your sales are:
1) not e...
I’ll show you today:
…how to produce 1000+ leads / week for your sales team
on the cheap, using virtual workers (no hiring...
Sales used to be
1) Hire a giant sales development staff
2) Buy a canned lead list
3) Work your way down that lead list
wi...
Sales is now
hypertargeted
1) Find and rank
every potential qualified
customer in the entire country
(with no developers!)...
Why Go Virtual?
In-person SDR:
$80K/year (full-time)
Slow to hire
Competitive to retain
Virtual staffers:
$10/hr-$20/hr (c...
Setting up Virtual SDRs
Leadgen: go global!
Outreach and QA: stick to US
Start with:
—1 leadgen staffer
—1 outreach staffe...
Strip-mining the web
21,708,021 US businesses
6,049,655 US businesses w/ >1 person
Your customers are listed in…
Yelp (47M...
Equip your new VSDRs
Give researchers:
LinkedIn Premium
Google Spreadsheets
Import.io
Rapportive
Toofr (verification)
Give...
Pitching Leads
From: anand@leadgenius.com
To: sarah@hotlead.com
Subj: Quick Question, Sarah
Hi Sarah,
I saw you guys were ...
Advanced Messaging
From: anand@leadgenius.com
To: sarah@hotlead.com
Subj: Quick Question, Sarah
Hi Sarah,
I saw you guys w...
Measuring Performance on
A Virtual Team
Measure ROI!
Measuring Performance on
A Virtual Team
Cost per lead
Leads per week ——————>
Emails per week ——————>
Convos —————————>
What numbers should you
expect?
1 researcher + 1 manager
generate
600 leads per week
10% response = 10 leads
per salespers...
What numbers should you
expect?
10 leads per hour
10 custom emails per hour
10% positive response rate
2.5% close rate
Tar...
Recap
• Hire virtual workers
(1 research and 1 outreach,
plus a manager)
• Extract massive numbers of leads
• Prospect: sh...
That’s it!
• Tell me what’s working for you:
anand@leadgenius.com
(I reply!)
• If you want to use our tools:
www.leadgeniu...
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Scaling Sales Ridiculously Fast With Virtual Assistants

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Lead generation and prospecting through virtual assistants and outsourcing.

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Scaling Sales Ridiculously Fast With Virtual Assistants

  1. 1. Scaling sales ridiculously fast with virtual teams Anand Kulkarni CEO, LeadGenius
  2. 2. About Me CEO, LeadGenius (MobileWorks) YC, A16Z, 500S 8 years in crowdsourcing & virtual staffing NSF ex-doctoral candidate UC Berkeley We run: 500 outbound sales development reps, 100% virtual Produce 100,000 leads/week 50,000 outbound emails/week
  3. 3. How you should think about growth Once you have product-market fit, the only acceptable limits on your sales are: 1) not enough leads at the top of your funnel 2) not enough salespeople to close deals
  4. 4. I’ll show you today: …how to produce 1000+ leads / week for your sales team on the cheap, using virtual workers (no hiring!) … how to get your salespeople pitching 50-100 customers per day, with no extra work … how to repeatably generate consistent sales from virtual outbound
  5. 5. Sales used to be 1) Hire a giant sales development staff 2) Buy a canned lead list 3) Work your way down that lead list with cold calls
  6. 6. Sales is now hypertargeted 1) Find and rank every potential qualified customer in the entire country (with no developers!) 2) Figure out relevant data about each of those customers 3) Write each one of those customers a personalized message from a salesperson
  7. 7. Why Go Virtual? In-person SDR: $80K/year (full-time) Slow to hire Competitive to retain Virtual staffers: $10/hr-$20/hr (contract) Unlimited, scalable supply Dedicated + Happy
  8. 8. Setting up Virtual SDRs Leadgen: go global! Outreach and QA: stick to US Start with: —1 leadgen staffer —1 outreach staffer —1 manager/QA (!!!) Find people here: Craigslist (DIY) oDesk/Elance (DIY) Freelancer (DIY) Job Boards (DIY) TaskUs (managed) LeadGenius (managed)
  9. 9. Strip-mining the web 21,708,021 US businesses 6,049,655 US businesses w/ >1 person Your customers are listed in… Yelp (47M establishments) LinkedIn (2M Companies) CrunchBase (650K Companies) AngelList (289K Companies) GO STATE BY STATE or CITY BY CITY and vertical by vertical Avoid low quality sources… Data.com Dunn & Bradstreet
  10. 10. Equip your new VSDRs Give researchers: LinkedIn Premium Google Spreadsheets Import.io Rapportive Toofr (verification) Give prospectors: LinkedIn Premium Yesware or Streak or Tout Salesforce/CRM access Total cost: <$200
  11. 11. Pitching Leads From: anand@leadgenius.com To: sarah@hotlead.com Subj: Quick Question, Sarah Hi Sarah, I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way. Let me know if you’d like to chat further – we’re doing this for SoldLead8 already. BTW, congrats on your recent round! Cheers! AK (Send it from your salesperson.) (Short and sweet wins!) (Don’t be salesy… be helpful) (Make it a custom, handwritten email) Double-Tap: LinkedIn profile view on the same date!
  12. 12. Advanced Messaging From: anand@leadgenius.com To: sarah@hotlead.com Subj: Quick Question, Sarah Hi Sarah, I saw you guys were hiring for SDRs. We know each other through Michael James and I wanted to see if we might be able to help you scale your SDR team. I have a few extra SDRs we can push your way. Let me know if you’d like to chat further – we’re doing this for SoldLead8 already. BTW, congrats on your recent round! Cheers! AK Interested? Here’s 3 times that work for me! Here’s more information! Check back later. Specific question Automatically schedule a follow-up mail
  13. 13. Measuring Performance on A Virtual Team Measure ROI!
  14. 14. Measuring Performance on A Virtual Team Cost per lead Leads per week ——————> Emails per week ——————> Convos —————————>
  15. 15. What numbers should you expect? 1 researcher + 1 manager generate 600 leads per week 10% response = 10 leads per salesperson per day 1 writer writes 600 templates per week Total cost: $3200
  16. 16. What numbers should you expect? 10 leads per hour 10 custom emails per hour 10% positive response rate 2.5% close rate Target: <$200/acquisition $1-2 / cost per message $20 / cost per lead $80-$200 / closed deal
  17. 17. Recap • Hire virtual workers (1 research and 1 outreach, plus a manager) • Extract massive numbers of leads • Prospect: short/sweet, from the salesperson’s inbox, 50- 100 / day until your pipeline is full • Monitor ROI and hold workers accountable: 10 leads / hour, 10 emails / hour, 2.5% close rate, <$200/acquisition
  18. 18. That’s it! • Tell me what’s working for you: anand@leadgenius.com (I reply!) • If you want to use our tools: www.leadgenius.com • We’re hiring (VP Sales, sales enthusiasts): leadgenius.com/careers

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