The hardest part of business development isn't effort, it's consistency. Most recruiters know what to do, but struggle to do it every day while juggling clients, candidates, and placements. You know you should be reaching out to prospects daily, but between managing active searches, candidate interviews, and client meetings, your pipeline suffers. The solution? Build automated systems that generate leads while you focus on conversations that close deals. Giorgio Zanella is a go-to-market engineer who's built hundreds of automation workflows for recruiters and founders. Working out of Clay's New York office, he's spent three years mastering the platform and helping recruitment professionals scale their outbound without losing the personal touch. In this behind-the-scenes episode of The Resilient Recruiter, we break down the exact infrastructure, tools, and strategies you need to automate your outbound without sacrificing personalization or sounding like spam. This isn't theory. Giorgio has analyzed thousands of campaigns and knows exactly what separates automation that works from automation that gets ignored. You'll learn why Clay.com has become the number one platform for scaling outreach, how to choose the right tools for email and LinkedIn automation, what infrastructure you actually need (domains, inboxes, and warming protocols), and how to achieve 3-5% response rates on cold email when most people can't break 1%. We cover the complete tech stack: Clay for workflow automation and data enrichment, Instantly for email sequencing, HeyReach for LinkedIn automation, and how these tools work together to create synchronized multichannel campaigns. You'll discover how Clay's "waterfall enrichment" replaces expensive tools like ZoomInfo (saving you $15K+ per year), why LinkedIn outreach gets higher response rates than email (and its hidden limitations), and how to build email infrastructure that protects your domain reputation while scaling to hundreds of sends per day. Giorgio shares the exact formula for safe, sustainable outreach: 3-4 alternate domains, 2 inboxes per domain, 12-15 emails per inbox per day, and the two-week warming process you can't skip. He explains why most recruiters wreck their deliverability by sending from their main domain, how to set up synchronized campaigns where email, LinkedIn, and phone calls happen in coordinated sequences, and why relevance (right person, right time, right message) beats volume every single time. You'll learn what "good" response rates actually look like (spoiler: they're lower than you think, but the ROI is massive), how to calculate return on investment for cold outreach campaigns, and why even a 1% response rate can generate huge returns when your infrastructure costs are minimal. Giorgio breaks down why personalization and timing are more important than blast volume, how to track real-time signals like job changes and promotions to time your outreach perfectly, and the practical first steps to start automating your business development this month. This episode is part of our new course, Automate Your Outreach: How to Generate Client Leads Daily on Autopilot, a four-week implementation program where Mark and Giorgio guide you step-by-step through building your own automation system. Whether you're a solo recruiter trying to scale or an agency owner looking to systematize business development across your team, this conversation gives you the blueprint. Episode highlights: • [00:50] Introducing Giorgio Zanella and the vision behind the "Automate Your Outreach" program • [03:30] What is Clay and why recruiters are using it to automate lead generation • [07:35] The tech stack you actually need: Clay, Instantly, HeyReach (and what to skip) • [12:20] How to replace expensive data tools like ZoomInfo with Clay's "waterfall enrichment" • [18:40] Email vs. LinkedIn outreach: which gets more replies and why • [23:25] How to run synchronized multichannel campaigns (email + LinkedIn + phone) • [31:30] Why personalization and timing beat volume every time • [40:55] Building a bulletproof email infrastructure (domains, inboxes, warm-up rules) • [52:00] What "good" reply rates look like and how to calculate ROI on outreach • [1:10:00] Practical first steps to start automating your BD this month For more information or to register for the Automate Your Outreach course, visit recruitmentcoach.com/automate Get your FREE 30-minute strategy call: http://www.recruitmentcoach.com/strategy-session/ Connect with Giorgio Zanella on LinkedIn Subscribe to The Resilient Recruiter on Apple Podcasts, Spotify, or wherever you listen to podcasts.
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