For me it’s all LinkedIn. It’s definitely more of manual process. For me we have some great data tools. We use DiscoverOrg and ZoomInfo both of which are excellent. So I am big on LinkedIn prospecting because that’s the most relevant data you’re going to find. So I think they update their data about every two months or forty five six sixty nine days whatever that may be. So on LinkedIn it’ll give you really relevant people and making sure they are still in that role as I said before people change roles all the time. So making sure there’s still the company still in relevant title that would make sense for us prospect. People who do the more volume approach. Whole lot of people in through DiscoverOrg or ZoomInfo without really referencing LinkedIn. So it’s a much quicker process but it could be some wasted effort as well on their end. But it does lead to more changes due to the volume.
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More clips from Episode 42: Sam Silverman – Top SDR at Outreach.io:
Being extremely personalized and leveraging sales automation in the right way
“most of my emails don’t get responses, but they lead to meetings via the phone”
Sequence examples: Using bumps to significantly increase response rates
Sam’s style is very very targeted and relies on a higher conversion rate
Finding great prospects using LinkedIn, DiscoverOrg and ZoomInfo
Sam’s sales tech stack (ZoomInfo, Zoom Video, DiscoverOrg, LinkedIn Sales Navigator, Data Fox, Chorus)
Prospecting: Get good at things people hate doing and things will go your way
The best AEs are the ones who prospect themselves even when they have a great SDR team
“You’re always going to have to prospect”