Ilya Lichtenstein (CEO, Mixrank) - Hacking Lead Gen Part I

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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.

Published in: Technology, Business
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Ilya Lichtenstein (CEO, Mixrank) - Hacking Lead Gen Part I

  1. 1. LEAD GEN AUTOMATION SALES HACKER CONFERENCE OCTOBER 17, 2013 ILYA LICHTENSTEIN COFOUNDER,
  2. 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. 3. SCALABLE LEAD GEN COMPANIES DECISION MAKERS CONTACTS
  4. 4. FINDING COMPANIES VS LINEAR LATERAL
  5. 5. FINDING COMPANIES • Start NARROW • First party data sources • Third party data sources • Disqualify rapidly
  6. 6. FINDING DECISION MAKERS • Top down or bottom up? • LinkedIn: X-Ray Search • LinkedIn: Boolean Search • Tweets • Graph Search
  7. 7. FILTER CRITERIA • Business Information • Competitors and Lookalikes • Traffic Sources/Marketing • Keywords • Technologies and Vendors
  8. 8. AUTOMATING AND SCALING
  9. 9. AUTOMATING AND SCALING
  10. 10. AUTOMATING AND SCALING
  11. 11. THANK YOU! ILYA@MIXRANK.COM @MIXRANK WWW.MIXRANK.COM

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