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Top 10 Lead Generation Tips from the Dublin Sales Hacker

Top 10 Lead Generation Tips from the Dublin Sales Hacker

Carolyn Betts Fleming
August 6, 2014

As Dublin enjoyed some rare rays of sunlight on July 29, Dublin’s tech enthusiasts joined Betts Recruiting for its first-ever Sales Hacker event. While enjoying free beer and pizza, participants shared in celebrating Dublin’s growing tech scene and passion for innovation. The 80 in attendance included CEOs of startups, sales directors of industry giants, and junior sales representatives – all networking, learning from one another, and swapping ideas and business cards.

Saleshacker Dublin - Russel Banks Investor Sheet
Russel Banks from Startup Digest – Hunters vs Farmers

The craic (Irish slang for ‘fun’) continued with the evening’s presentations on the topic Lead Generation and List Building presented by three Sales Thought Leaders in tech. Lesley Collins from SurveyMonkey provided insights on the value of the basics when generating leads. Russell Banks from Startup Digest and Investor Sheet shared his experience on how to open doors as a young startup through personalizing your approach. Lastly, Orla Moran from New Relic offered tips on how to capitalize on inbound leads and the importance of their quick conversion.

The Top 10 Lead Generation Tips

  1. It’s not B2B or B2C sales, it’s H2H: Human to Human. Get people to like you, build the relationship, then start selling.
  2. Keep it simple! Your sales people should know their KPIs and who their target market is – and they should know it backwards and forwards.
  3. Hiring the right people early on is crucial to the success of an early stage startup. You need hunters, not order takers.
  4. Make sure that your website and marketing tools are in place – when the inbound lead flow starts, your salespeople gain quick confidence.
  5. Never give up; sometimes it takes 10 touches (or more!) to win them over. 85% of sales are made within the fifth and twelfth contact.
  6. Know your audience. Research is KEY.
  7. Let the data do the talking. Define your KPIs and objectively measure your results.
  8. Try the “On a scale from 1-10” method. This will do two things: gauge the current level of interest of the prospect and help your sales team understand what they can do to increase that number to a 10.
  9. Be impeccable with your word. When you say you’re going to do something, do it.
  10. Don’t take things personally.