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1@alanorourke #DMXDublin
NAKED B2B SALES & MARKETING
Alan O’Rourke
Marketing Director | WorkCompass.com
2@alanorourke #DMXDublin
Profile and history
3@alanorourke #DMXDublin
Contributing member of society
4@alanorourke #DMXDublin
Marketing
Beautifully Simple
Email Marketing
ALL JUST
$9
Sign up in just 30 seconds at www.toddle.ie
5@alanorourke #GrowthHackersDub...
6@alanorourke #DMXDublin
Search
Facelift near London
7@alanorourke #DMXDublin
More Whubble at WorkCompass.com/tag/whubble/
8@alanorourke #DMXDublin
New website
9@alanorourke #DMXDublin
Fremium Pay per lead Enterprise sales
10@alanorourke #DMXDublin
Back to basics...again!
11@alanorourke #DMXDublin
12@alanorourke #DMXDublin
Our sales & marketing plan
13@alanorourke #DMXDublin
Inbound (nets)
14@alanorourke #DMXDublin
Write once
Publish everywhere / way
    
  
15@alanorourke #DMXDublin
One month - Micro marketing plan
•	 Publish ebook
•	 Email subscribers (Ask to share)
•	 PPC pro...
16@alanorourke #DMXDublin
Most shared content
Quicksprout screenshot
17@alanorourke #DMXDublin
Inbound is damn slow
Pic of gold or racing snail
18@alanorourke #DMXDublin
Outbound (spears)
19@alanorourke #DMXDublin
Prospecting flow
Web scrape Data cleaning CRM Prospecting Message Call
        
20@alanorourke #DMXDublin
Web scraping 
21@alanorourke #DMXDublin
Web scraping 
  $100 leads 8 hours 0.25 per lead
22@alanorourke #DMXDublin
Data cleaning
Briteverify screenshot

23@alanorourke #DMXDublin
CRM 
HELLO
MY NAME IS
You killed my father...
Inigo Montoya
PREPARE TO DIE!
24@alanorourke #DMXDublin
Prospecting message
Example scripts:
http://blog.close.io/outbound-
sales-book
http://breakthrou...
25@alanorourke #DMXDublin
Prospecting message
Original target Managing Director, 50-200, UK and Ireland.
Sent Bounces Open...
26@alanorourke #DMXDublin
Call 
27@alanorourke #DMXDublin
Prospecting message v10 (3 months later)
Original target Managing Director, 50-200, UK and Irela...
28@alanorourke #DMXDublin
Goal
29@alanorourke #DMXDublin
Thank you
Alan O’Rourke
Marketing Director | WorkCompass.com
@alanorourke Linkedin.com/in/spoilt...
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Naked B2B Sales & Marketing - Back to Basics

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

Published in: Business
  • Love the Predictable Revenue image on slide 11 - great book! Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which utilizes LinkedIn and grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system?
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Naked B2B Sales & Marketing - Back to Basics

  1. 1. 1@alanorourke #DMXDublin NAKED B2B SALES & MARKETING Alan O’Rourke Marketing Director | WorkCompass.com
  2. 2. 2@alanorourke #DMXDublin Profile and history
  3. 3. 3@alanorourke #DMXDublin Contributing member of society
  4. 4. 4@alanorourke #DMXDublin Marketing
  5. 5. Beautifully Simple Email Marketing ALL JUST $9 Sign up in just 30 seconds at www.toddle.ie 5@alanorourke #GrowthHackersDublin
  6. 6. 6@alanorourke #DMXDublin Search Facelift near London
  7. 7. 7@alanorourke #DMXDublin More Whubble at WorkCompass.com/tag/whubble/
  8. 8. 8@alanorourke #DMXDublin New website
  9. 9. 9@alanorourke #DMXDublin Fremium Pay per lead Enterprise sales
  10. 10. 10@alanorourke #DMXDublin Back to basics...again!
  11. 11. 11@alanorourke #DMXDublin
  12. 12. 12@alanorourke #DMXDublin Our sales & marketing plan
  13. 13. 13@alanorourke #DMXDublin Inbound (nets)
  14. 14. 14@alanorourke #DMXDublin Write once Publish everywhere / way        
  15. 15. 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
  16. 16. 16@alanorourke #DMXDublin Most shared content Quicksprout screenshot
  17. 17. 17@alanorourke #DMXDublin Inbound is damn slow Pic of gold or racing snail
  18. 18. 18@alanorourke #DMXDublin Outbound (spears)
  19. 19. 19@alanorourke #DMXDublin Prospecting flow Web scrape Data cleaning CRM Prospecting Message Call         
  20. 20. 20@alanorourke #DMXDublin Web scraping 
  21. 21. 21@alanorourke #DMXDublin Web scraping    $100 leads 8 hours 0.25 per lead
  22. 22. 22@alanorourke #DMXDublin Data cleaning Briteverify screenshot 
  23. 23. 23@alanorourke #DMXDublin CRM  HELLO MY NAME IS You killed my father... Inigo Montoya PREPARE TO DIE!
  24. 24. 24@alanorourke #DMXDublin Prospecting message Example scripts: http://blog.close.io/outbound- sales-book http://breakthroughemail.com http://www.getsidekick.com/crm- ready-sales-email-templates 
  25. 25. 25@alanorourke #DMXDublin 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% 
  26. 26. 26@alanorourke #DMXDublin Call 
  27. 27. 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 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% 
  28. 28. 28@alanorourke #DMXDublin Goal
  29. 29. 29@alanorourke #DMXDublin Thank you Alan O’Rourke Marketing Director | WorkCompass.com @alanorourke Linkedin.com/in/spoiltchild alan@spoiltchild.com

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