B2B enterprise sales and marketing presentation from the DMX conference 2015.

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NAKED B2B SALES & MARKETING
Alan O’Rourke
Marketing Director | WorkCompass.com

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Profile and history

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Contributing member of society

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Marketing

5. Beautifully Simple
Email Marketing
ALL JUST
$9
Sign up in just 30 seconds at www.toddle.ie
5@alanorourke #GrowthHackersDublin

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Search
Facelift near London

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More Whubble at WorkCompass.com/tag/whubble/

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New website

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Fremium Pay per lead Enterprise sales

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Back to basics...again!

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Our sales & marketing plan

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Inbound (nets)

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Write once
Publish everywhere / way
    
  

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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

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Most shared content
Quicksprout screenshot

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Inbound is damn slow
Pic of gold or racing snail

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Outbound (spears)

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Prospecting flow
Web scrape Data cleaning CRM Prospecting Message Call
        

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Web scraping 

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Web scraping 
  $100 leads 8 hours 0.25 per lead

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Data cleaning
Briteverify screenshot


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CRM 
HELLO
MY NAME IS
You killed my father...
Inigo Montoya
PREPARE TO DIE!

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Prospecting message
Example scripts:
http://blog.close.io/outbound-
sales-book
http://breakthroughemail.com
http://www.getsidekick.com/crm-
ready-sales-email-templates


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Prospecting message
Original target Managing Director, 50-200, UK and Ireland.
Sent Bounces Open rate Unsubscribes Abuse complaint Interested
870 13.58% 33.29% 3.13% 0% 1.57%


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Call 

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Prospecting message v10 (3 months later)
Original target Managing Director, 50-200, UK and Ireland.
Sent Bounces Open rate Unsubscribes Abuse complaint Interested
870 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 Interested
100 3% 66% 1% 0% 26%


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Goal

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Thank you
Alan O’Rourke
Marketing Director | WorkCompass.com
@alanorourke Linkedin.com/in/spoiltchild alan@spoiltchild.com