Max Altschuler, CEO of Sales Hacker, shares strategies for lead generation involving ideal customer profiles (ICP), outreach techniques, and tools for automation and web scraping. He emphasizes the importance of list building and utilizing virtual assistants to handle initial outreach and follow-ups, enabling scalability for sales efforts. The document also recommends various CRM tools and resources for effective sales management.

1. Hacking Lead Gen
Max Altschuler
CEO of Sales Hacker Conference, SalesHacker.com
Follow me @MaxAlts & @SalesHackerConf
@maxalts
@maxalts

2. About Me
• 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
Series, SalesHacker.com.
@maxalts@maxalts

3. Lead Gen Strategy
Figuring out your ICP and where to find
them.
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.
@maxalts@maxalts

4. ICP = Ideal Customer Profile
Who is your target user, customer, company, job title,
etc.
Where are they? What over services are they
using/paying for? FB and Google Ad spend, API
integrations, marketing/sales.
Can use Datanyze, BuiltWith or Mixrank to find customers using similar
products.
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).
@maxalts@maxalts

5. @mxalts
Web scraping
Import.io
Kimonify
Sources
Crunchbase
Angel List
Yelp
Followerwonk
Kickstarter
Reddit
@maxalts

6. List Building
Toofr
All you need is First Name, Last Name, and
Domain Name
Can pull accurate lists in real-time by the 1000’s
Can test existing emails as well
Salesloft
All you need is Title or Company Name
Tests emails directly in your browser
Can pull .csv files of massive, targeted lists.
@maxalts

7. @maxalts
Contact Info
ToutApp
Yesware
Signals by Hubspot
Create templates and A/B test them (subject line, call
to action)
Use dynamic fields (First Name, Company, Personal
Note)
Cue up follow-ups, at least 7 spaced out over 3
months
Cold emails depend on the context of the people
you’re reaching out to.
@maxalts

8. List Building
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
Skype.
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.
@maxalts
Odesk
*Bigger companies with higher budgets should check out a team
from TaskUs/LeadGenius. Already built and ready to be deployed.

9. Recap
Teach the entire process to Virtual Assistants.
Get them building lists and sending emails for
you.
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
org.
@maxalts

10. @maxalts
Good Startup CRMs
RelateIQ
Close.io
Pipedrive
Base
PipelineDeals
@maxalts
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.”

11. Other Tools/Tips
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
& Agencies.
Rapportive, Refresh.io, Boomerang for Gmail,
Google Labs for Gmail(undo send)
@maxalts@maxalts

12. Questions?
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
@maxalts@maxalts