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Expert Tactics to Accelerate your Sales

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''How these two tactics generated $millions in B2B sales''. An expert webinar on inbound and outbound prospecting. Presented by VP of Growth at OnePageCRM, Alan O'Rourke and special guest Neil Patel, founder of Crazy Egg, Kissmetrics & Quicksprout.

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Expert Tactics to Accelerate your Sales

  1. 1. HOW THESE TWO TACTICS GENERATED $MILLIONS IN B2B SALES Expert Tactics to Accelerate your Sales Neil Patel (QuickSprout, Crazy Egg) Alan O’Rourke (VP Growth OnePageCRM)
  2. 2. 2@OnePageCRM | @NeilPatel #B2Bsalestactics What we will cover Outbound ( Alan ) • Building a low cost lead generation team. • The email message that generates leads. • Two of my biggest mistakes to avoid. Questions & Answers Free download & offer Inbound ( Neil ) • Generate leads with high converting content. • Increase traffic and click through rate on your site. • Real examples of inbound content.
  3. 3. @AlanORourke Award winning Author, Entrepreneur and Marketer with over 15 years in sales and marketing. Helped companies like Riverdance, The National Galleries of Scotland and Virgin America. Built Toddle.com user base of almost 30,000 users worldwide. “I loved his agile design, implement, optimize approach.” “Wow. @alanorourke just shared a shit load of tips.” “Learnt more about outbound email from @alanorourke in 30mins than the last 12months.” “@alanorourke just blew my mind with his 5 emails.”
  4. 4. 4@OnePageCRM | @NeilPatel #B2Bsalestactics Outbound email prospecting More Whubble at WorkCompass.com/tag/whubble/
  5. 5. 5 Building a team to get leads
  6. 6. 6@OnePageCRM | @NeilPatel #B2Bsalestactics Building a team to get leads Email Hunter
  7. 7. 7@OnePageCRM | @NeilPatel #B2Bsalestactics
  8. 8. 8@OnePageCRM | @NeilPatel #B2Bsalestactics Building a team to get leads   $100 leads 8 hours 0.25 per lead
  9. 9. 9@OnePageCRM | @NeilPatel #B2Bsalestactics Building a team to get leads
  10. 10. 10@OnePageCRM | @NeilPatel #B2Bsalestactics Lead management and org
  11. 11. 11@OnePageCRM | @NeilPatel #B2Bsalestactics Killer message(s) Example scripts: http://blog.close.io/outbound- sales-book http://breakthroughemail.com http://www.getsidekick.com/crm- ready-sales-email-templates
  12. 12. 12@OnePageCRM | @NeilPatel #B2Bsalestactics Biggest mistake 1
  13. 13. 13@OnePageCRM | @NeilPatel #B2Bsalestactics Sending
  14. 14. 14@OnePageCRM | @NeilPatel #B2Bsalestactics Tracking & results 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%
  15. 15. 15@OnePageCRM | @NeilPatel #B2Bsalestactics Customer discovery & insights Kate HR Director HR Generalist (Oversees all areas of HR) “Highly Educated and in continous professional development. Demographics Goals Challenges How can we help? Common objections Elevator Pitch
  16. 16. 16@OnePageCRM | @NeilPatel #B2Bsalestactics Biggest mistake 2
  17. 17. 17@OnePageCRM | @NeilPatel #B2Bsalestactics Outbound • Build a great team. • Where to get leads. • Tag and organise leads. • The prospecting messages to use. • How to send and track results. • How to use this data to target your marketing. • And of course a few of my biggest mistakes.
  18. 18. HOW TO GENERATE B2B SALES THROUGH CONTENT MARKETING Neil Patel neil@neilpatel.com 18@OnePageCRM | @NeilPatel #B2Bsalestactics
  19. 19. @neilpatel #NeilPatel 19@OnePageCRM | @NeilPatel #B2Bsalestactics
  20. 20. 20@OnePageCRM | @NeilPatel #B2Bsalestactics
  21. 21. TrafÞc for the last 31 days 21@OnePageCRM | @NeilPatel #B2Bsalestactics
  22. 22. We hit a million visitors a month from 61 infographics, 1343 blog posts. Neil Patel 22@OnePageCRM | @NeilPatel #B2Bsalestactics
  23. 23. Step#1: Create Content 23@OnePageCRM | @NeilPatel #B2Bsalestactics
  24. 24. 8 out of 10 people will read your headline, but only 2 out of 10 people will read the rest of your post. http://bit.ly/1xmUHum24@OnePageCRM | @NeilPatel #B2Bsalestactics
  25. 25. 1. Numbers and negative words increase CTR 2. Keep them under 65 characters for search 3. Make your headline match the content 4. Odd numbers perform better than even 5. Aim for 6 word headlines 6. Avoid words with multiple meanings 7. Include power words and adjectives Headline Rules
  26. 26. 26@OnePageCRM | @NeilPatel #B2Bsalestactics
  27. 27. 5 Shocking Facts That Will Change Your Approach to Social Media 27@OnePageCRM | @NeilPatel #B2Bsalestactics
  28. 28. 1. Numbers and negative words increase CTR 2. Keep them under 65 characters for search 3. Make your headline match the content 4. Odd numbers perform better than even 5. Aim for 6 word headlines 6. Avoid words with multiple meanings 7. Include power words and adjectives Headline Rules
  29. 29. Create content that teaches 29@OnePageCRM | @NeilPatel #B2Bsalestactics
  30. 30. Writing one good piece of content isn’t enough, you consistently have to be awesome. Be Consistently Awesome 30@OnePageCRM | @NeilPatel #B2Bsalestactics
  31. 31. Create a conversation 31@OnePageCRM | @NeilPatel #B2Bsalestactics
  32. 32. The average web page that ranks number 1 on Google contains 2,416 words http://bit.ly/1bQL13C32@OnePageCRM | @NeilPatel #B2Bsalestactics
  33. 33. 4,544,951 visitors and 57,395 backlinks from 4,862 unique domains 33@OnePageCRM | @NeilPatel #B2Bsalestactics
  34. 34. 5000 Tweets 6000 Likes 1 Radio Show 34@OnePageCRM | @NeilPatel #B2Bsalestactics
  35. 35. 2000 Tweets 600 Likes 300 LinkedIn Shares 35@OnePageCRM | @NeilPatel #B2Bsalestactics
  36. 36. ¥ Keep them visual… limit the word count ¥ Make complex information easy to understand ¥ Have 5 to 6 main points ¥ Make sure the points ßow well together ¥ Use simple colors ¥ Put your logo and URL at the bottom Infographic tips
  37. 37. Step #2: Collect Emails 37@OnePageCRM | @NeilPatel #B2Bsalestactics
  38. 38. ¥ Emails drive 40% of the blogs revenue ¥ Email subscribers are responsible for 35.7% of the blogs comments ¥ 34% of social shares came from email subscribers ¥ Email subscribers will be your most loyal readers Stats from QuickSprout.com 38
  39. 39. Percentage of email trafÞcÉ on a bad month 39@OnePageCRM | @NeilPatel #B2Bsalestactics
  40. 40. 5 out of every 100 visitors should convert into an email subscriber. Neil Patel 40@OnePageCRM | @NeilPatel #B2Bsalestactics
  41. 41. Newsletter boxes 41@OnePageCRM | @NeilPatel #B2Bsalestactics
  42. 42. Sidebar options
  43. 43. Popups
  44. 44. Header optins 44@OnePageCRM | @NeilPatel #B2Bsalestactics
  45. 45. Content upgrades 45@OnePageCRM | @NeilPatel #B2Bsalestactics
  46. 46. Content upgrades
  47. 47. Landing pages 47
  48. 48. ¥ Create journey for people to follow ¥ If you can’t create a journey offer a guide or a course ¥ Try to use as many email collection methods as possible ¥ Popups and content upgrades will generate most of your emails Email tips 48
  49. 49. Step #3: Promote Your Content 49@OnePageCRM | @NeilPatel #B2Bsalestactics
  50. 50. NutritionSecrets.com 35,419 visitors in 30 days 50@OnePageCRM | @NeilPatel #B2Bsalestactics
  51. 51. Ideal time to post?
  52. 52. Ideal time to send emails?
  53. 53. Email template 53@OnePageCRM | @NeilPatel #B2Bsalestactics
  54. 54. Ideal time to share on the social web?
  55. 55. For every 1000 words of content your create you should link out to 25 sites. Neil Patel 55@OnePageCRM | @NeilPatel #B2Bsalestactics
  56. 56. Don’t forget to cross link
  57. 57. Go after the big keywords
  58. 58. ¥ Focus on high quality content (guides) ¥ Spend time and money on design ¥ Cross link within content and in your sidebar ¥ Don’t stress about anchor text ¥ Only cross link when it makes sense Cross linking tips 58@OnePageCRM | @NeilPatel #B2Bsalestactics
  59. 59. Thank you for attending! Neil Patel Thank you all & thanks Neil! Alan O’Rourke 59@OnePageCRM | @NeilPatel #B2Bsalestactics
  60. 60. 60@OnePageCRM | @NeilPatel #B2Bsalestactics Download Any feedback and questions: support@onepagecrm.com http://bit.ly/1WPMluQ

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