La sales hacker series hacking outbound prospecting 081214

1. Hacking Outbound Prospecting

2. Kevin Gaither
VP of Inside Sales, ZipRecruiter, Inc.
ZipRecruiter is a job distribution service
making it easier for hiring managers to
acquire candidates fast (no, we’re not
recruiters)
CEO & Founder, Inside Sales
Recruiting and Consulting
ISR helps companies hire top Inside
Salespeople and specializes in building,
expanding and optimizing inside sales
strategies for smart technology
companies.
@KevinSGaither 8/31/2014 2

3. Why should you listen to me?
 20 years Inside Sales Experience
 Recognized as Top 25 Most Influential in Inside Sales
by AA-ISP in 2010-2014
 Built two outbound prospecting teams from scratch
(and made all the mistakes)
 Took inside sales team from $19k revenue per month to
$1.2 million per month in 6 years
 Helped 3 companies become Inc 500 companies
@KevinSGaither 8/31/2014 3

4. Break into Voicemails
 It’s about conversations
 Breaking into voicemails LOOKS like an internal call
@KevinSGaither 8/31/2014 4

5. Guess Email Addresses
No Match!
We Have A Match!
 Download Rapportive for Chrome,Firefox or Safari with Gmail
@KevinSGaither 8/31/2014 5

6. Rip Leads into Salesforce
 Download Sales Loft Prospector
@KevinSGaither 8/31/2014 6

7. YOU Make The Call!
(when you see they opened your email)
 Download Signals (getsignals.com)
@KevinSGaither 8/31/2014 7

8. Slow Down to Speed Up
 Do Your Afternoon Prep
 Evaluate Your Calls
 Track Your OWN Metrics
@KevinSGaither 8/31/2014 8

9. Wrap It Up
 Hack Voicemails for MAX conversations
 Be a super sleuth and find email addresses
 Rip awesome targeted lists quickly into SFDC
 Make the call when they open your email
 Slow down to speed up
@KevinSGaither 8/31/2014 9

10. Jobs.Ziprecruiter.com
www.ziprecruiter.com/
careers
Twitter:
@KevinSGaither
Email:
kevin@kevingaither.com
KevinSGaither 8/31/2014 10