Lead generation and prospecting through virtual assistants and outsourcing. Visit SalesHacker.com for more sales hacks, tips, and tactics.

1. Scaling sales
ridiculously fast
with virtual teams
Anand Kulkarni
CEO, LeadGenius

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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. Measuring Performance on
A Virtual Team
Measure ROI!

14. Measuring Performance on
A Virtual Team
Cost per lead
Leads per week ——————>
Emails per week ——————>
Convos —————————>

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. 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. 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. 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