Sales Hacker Series LA - kevin gaither - hacking outbound prospecting
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Kevin Gaither is a VP at ZipRecruiter and founder of Inside Sales Recruiting and Consulting. He has 20 years of experience in inside sales and has helped build prospecting teams and grow revenue. He provides tips for hacking outbound prospecting, including breaking into voicemails to start conversations, guessing email addresses, importing leads into Salesforce, calling when emails are opened, tracking own metrics, and making the most of voicemails.
Sales Hacker Series LA - kevin gaither - 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. 8/21/2014@KevinSGaither 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 8/21/2014@KevinSGaither 3
- 4. Break into Voicemails It’s about conversations Breaking into voicemails LOOKS like an internal call 8/21/2014@KevinSGaither 4
- 5. Guess Email Addresses Download Rapportive for Chrome,Firefox or Safari with Gmail 8/21/2014@KevinSGaither 5 No Match! We Have A Match!
- 6. Rip Leads into Salesforce Download Sales Loft Prospector 8/21/2014@KevinSGaither 6
- 7. YOU Make The Call!(when you see they opened your email) 8/21/2014@KevinSGaither 7 Download Signals (getsignals.com)
- 8. Slow Down to Speed Up 8/21/2014@KevinSGaither 8 Do Your Afternoon Prep Evaluate Your Calls Track Your OWN Metrics
- 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 8/21/2014@KevinSGaither 9