B
B

Brave

AE

Contributor
Fire Starter
Old School Bravo

What is your go-to strategy for lead sourcing

As a founder and sales lead, I have onboarded over 2600 companies. And will continue to do it.


We are slowly transitioning from founder-led sales to the sales-led process. We hired four people - 2 SDRs and 2 AEs so that if one of them does not perform, we can fire and hire two more.


What do you currently use for lead sourcing?

What tools do you recommend? We currently use free HubSpot.

What mode is working for you - Hunter, Gatherer, Trapper?

Lead sourcing with spray and pray, or do you target with intent triggers?

Which intent sources do you recommend?

🔎 Prospecting
👑 Sales Strategy
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24 comments

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poweredbycaffeine
WR Lieutenant
11
☕️
How’d you land on 2 of each role?

Apollo.io and HubSpot are seamlessly integrated and will get you very far at free or low tier levels.

Intent is truly hit or miss, with a large lean to miss. Intent does not infer need, and curiosity or a webinar landing page does not infer buying signals.

Instead, build an ICP search filter in Apollo, import to HubSpot. Build a simple pain-and-solution based outbound workflow with calls and emails mixed in. Test an A/B set with one BDR/AE pair on each and see which messaging resonates after 100 sends or so. Pick the winner based on open rate/reply rate. Booking rate, while important, is not crucial at this stage. Now tweak that messaging based on anecdotal feedback from reps and prospects and hammer it down the market.

If you want more help I’m available for hire. I’ve build 3 sales orgs after founder lead sales maxed out. RevOps nerd. Absolute badger. DM me.
HVACexpert
Politicker
5
sales engineer
Love this response PBC
oldcloser
Arsonist
4
💀
Or... start burning cash and do it yourself while you figure this stuff out for yourself. Then, you can live with a permanent headache over the years it'll take.
These skills are not innate. They're learned. And it's rare to find them wrapped in one human.
waterjugsales
Politicker
1
Account Executive @ Funemployed
Incredibleadvice here - KISS, keep it simple stupid.

GDO
Politicker
1
BDM
the pain and solution outbound is so simple. But still this is where a lot of companies go wrong
Brave
Contributor
0
AE
>How’d you land on 2 of each role?
A couple of entrepreneurs I met told me to hire 2 of each every time, so there is healthy competition and no room for complacency. If one performs very poorly, the time, process, and knowledge shared will be preserved with the one left, and the one left can train the next two we hire.
poweredbycaffeine
WR Lieutenant
4
☕️
Cool. I would have done 2 AEs and 1 BDR to avoid burning money on a resource that relies largely on automation at scale. You’re welcome for the playbook.
oldcloser
Arsonist
3
💀
Blows my mind how folks come in here demanding answers sometimes. Then, when they get them, they cruise on by. This isn’t a free version of googleopedia for sales. This is $500/hr consulting type shit.

A little gratitude would serve you well.
Brave
Contributor
2
AE
I am not demanding answers; I am trying to learn. I am deeply indebted for all the suggestions given here. Please don't take it otherwise.
oldcloser
Arsonist
2
💀
All good. Thank you. It does happen frequently. Apologies for my short fuse on the subject. 👍
oldcloser
Arsonist
0
💀
Mind sharing what type of solution you’re selling? A little context can be helpful.
CadenceCombat
Tycoon
7
Account Executive
I actually built and own all of outbound at my current company. Launched it proper as of maybe 1.5 months ago. So, take this with a grain of salt because I’m not grinding against other reps in the outbound game.

The one thing no one seems to really address with outbound is email deliverability. I use Apollo in conjunction with another service where their whole thing is email deliverability and my open rate is consistently over 50%. Game changer. Now I’m booking 2 demos a day on average for myself.
Brave
Contributor
0
AE
We almost got blacklisted, and our emails from our primary domain were landing in Spam because of one silly mistake - one batch of user emails bounced 40% because of mass layoff season. We sent appeals and got it recovered.
Now, we send emails from domains similar to our domain name.
I am curious to learn your technique.
CadenceCombat
Tycoon
3
Account Executive
What you’re doing by leveraging similar domains is one small piece of it.
Look into tools like SendGrid and other email deliverability solutions. It can make a big difference.
Diablo
Politicker
3
Sr. AE
Zoominfo for data and salesloft for cadence. We worked with an external agency to generate qualified leads but if didn’t work for us. Just curious why you stuck with the free version of HS?
Brave
Contributor
0
AE
We are not stuck with the free version. We are in talks with HubSpot for the Startups program, which offers a 90% discount for the first year and 50% off for the following year.
ZoomInfo and SalesLoft - how much is the license cost?
wolfofmiami
Opinionated
2
🐺
ZI expensive starts at 16,5 cheaper and IMO more user friendly is Apollo
Diablo
Politicker
1
Sr. AE
All I can say it’s expensive and we are in the enterprise version. Don’t know the cost.
wolfofmiami
Opinionated
1
🐺
Prob around 400k if you’re at a small org, like 10-20 aes and 10 sdrs
FinanceEngineer
Politicker
2
Sr Director, sales and partnerships
I tend to use the attendance list from conferences and trade shows. I then use outbound and LinkedIn to reach out to prospects, and the CRM (Hubspot/Salesforce depending on what we have) for sequence tracking. There is a decent amount of traction in LinkedIn these days, specifically if there was a conference recently.
wolfofmiami
Opinionated
2
🐺
I’ve heard good things about 6sense
Kosta_Konfucius
Politicker
2
Sales Rep
Outreach.io is one of my favorite tools
Justatitle
Big Shot
1
Account Executive
Intent is often garbage. Wouldn’t waste time or money there. Define your ICP, who usually is involved in those decisions, target them through email and phone calls. Take some of your current clients, find their competitors bring up why your clients came to you, they probably have the same problems. Lastly and most importantly, pay your salespeople well and it will fuel them for more
AnchorPoint
Politicker
0
Business Coach
LinkedIn

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