29
1 @alanorourke #DMXDublin NAKED B2B SALES & MARKETING Alan O’Rourke Marketing Director | WorkCompass.com

Naked B2B Sales & Marketing - Back to Basics

Embed Size (px)

Citation preview

Page 1: Naked B2B Sales & Marketing - Back to Basics

1@alanorourke #DMXDublin

NAKED B2B SALES & MARKETINGAlan O’Rourke

Marketing Director | WorkCompass.com

Page 2: Naked B2B Sales & Marketing - Back to Basics

2@alanorourke #DMXDublin

Profile and history

Page 3: Naked B2B Sales & Marketing - Back to Basics

3@alanorourke #DMXDublin

Contributing member of society

Page 4: Naked B2B Sales & Marketing - Back to Basics

4@alanorourke #DMXDublin

Marketing

Page 5: Naked B2B Sales & Marketing - Back to Basics

Beautifully SimpleEmail Marketing

ALL JUST

$9

Sign up in just 30 seconds at www.toddle.ie

5@alanorourke #GrowthHackersDublin

Page 6: Naked B2B Sales & Marketing - Back to Basics

6@alanorourke #DMXDublin

SearchFacelift near London

Page 7: Naked B2B Sales & Marketing - Back to Basics

7@alanorourke #DMXDublin

More Whubble at WorkCompass.com/tag/whubble/

Page 8: Naked B2B Sales & Marketing - Back to Basics

8@alanorourke #DMXDublin

New website

Page 9: Naked B2B Sales & Marketing - Back to Basics

9@alanorourke #DMXDublin

Fremium Pay per lead Enterprise sales

Page 10: Naked B2B Sales & Marketing - Back to Basics

10@alanorourke #DMXDublin

Back to basics...again!

Page 11: Naked B2B Sales & Marketing - Back to Basics

11@alanorourke #DMXDublin

Page 12: Naked B2B Sales & Marketing - Back to Basics

12@alanorourke #DMXDublin

Our sales & marketing plan

Page 13: Naked B2B Sales & Marketing - Back to Basics

13@alanorourke #DMXDublin

Inbound (nets)

Page 14: Naked B2B Sales & Marketing - Back to Basics

14@alanorourke #DMXDublin

Write oncePublish everywhere / way

Page 15: Naked B2B Sales & Marketing - Back to Basics

15@alanorourke #DMXDublin

One month - Micro marketing plan• Publish ebook• Email subscribers (Ask to share)• PPC promotions• Tweet quotes from ebook daily x2• Weekly blog post excerpts• Linkedin groups• Use content to answer questions on Quora• Track mentions and questions• Share on doc sites• Post images under Creative Commons• Press release• Do webinar• Post presentation on slideshare• Post recording on Youtube

Report resultsSubscribeYour email

Page 16: Naked B2B Sales & Marketing - Back to Basics

16@alanorourke #DMXDublin

Most shared contentQuicksprout screenshot

Page 17: Naked B2B Sales & Marketing - Back to Basics

17@alanorourke #DMXDublin

Inbound is damn slowPic of gold or racing snail

Page 18: Naked B2B Sales & Marketing - Back to Basics

18@alanorourke #DMXDublin

Outbound (spears)

Page 19: Naked B2B Sales & Marketing - Back to Basics

19@alanorourke #DMXDublin

Prospecting flow

Web scrape Data cleaning CRM Prospecting Message Call

Page 20: Naked B2B Sales & Marketing - Back to Basics

20@alanorourke #DMXDublin

Web scraping

Page 21: Naked B2B Sales & Marketing - Back to Basics

21@alanorourke #DMXDublin

Web scraping

$100 leads 8 hours 0.25 per lead

Page 22: Naked B2B Sales & Marketing - Back to Basics

22@alanorourke #DMXDublin

Data cleaningBriteverify screenshot

Page 23: Naked B2B Sales & Marketing - Back to Basics

23@alanorourke #DMXDublin

CRM

HELLOMY NAME IS

You killed my father...Inigo Montoya

PREPARE TO DIE!

Page 24: Naked B2B Sales & Marketing - Back to Basics

24@alanorourke #DMXDublin

Prospecting messageExample scripts:

http://blog.close.io/outbound-sales-book

http://breakthroughemail.com

http://www.getsidekick.com/crm-ready-sales-email-templates

Page 25: Naked B2B Sales & Marketing - Back to Basics

25@alanorourke #DMXDublin

Prospecting message

Original target Managing Director, 50-200, UK and Ireland.

Sent Bounces Open rate Unsubscribes Abuse complaint Interested870 13.58% 33.29% 3.13% 0% 1.57%

Page 26: Naked B2B Sales & Marketing - Back to Basics

26@alanorourke #DMXDublin

Call

Page 27: Naked B2B Sales & Marketing - Back to Basics

27@alanorourke #DMXDublin

Prospecting message v10 (3 months later)

Original target Managing Director, 50-200, UK and Ireland.

Sent Bounces Open rate Unsubscribes Abuse complaint Interested870 13.58% 33.29% 3.13% 0% 1.57%

Targeting CEO, CFO, MD, COO, HR, 200+, UK and Ireland and interested in the subject.

Sent Bounces Open rate Unsubscribes Abuse complaint Interested100 3% 66% 1% 0% 26%

Page 28: Naked B2B Sales & Marketing - Back to Basics

28@alanorourke #DMXDublin

Goal

Page 29: Naked B2B Sales & Marketing - Back to Basics

29@alanorourke #DMXDublin

Thank youAlan O’Rourke

Marketing Director | WorkCompass.com

@alanorourke Linkedin.com/in/spoiltchild [email protected]