Expert Tactics to Accelerate your Sales

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@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.

@AlanORourkeAward winning Author, Entrepreneur and Marketer with over 15 yearsin 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.”


Outbound email prospecting

More Whubble at WorkCompass.com/tag/whubble/

5

Building a team to get leads



Email Hunter




$100 leads 8 hours 0.25 per lead




Lead management and org


Killer message(s)Example scripts:

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

http://breakthroughemail.com

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


Biggest mistake 1


Sending


Tracking & results

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%


Customer discovery & insightsKateHR Director

HR Generalist (Oversees all areas of HR)“Highly Educated and in continous professional development. DemographicsGoalsChallengesHow can we help?Common objectionsElevator Pitch


Biggest mistake 2


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.

HOW TO GENERATE B2B SALES THROUGH CONTENT MARKETING

Neil [email protected]


@neilpatel #NeilPatel



TrafÞc for the last 31 days


We hit a million visitors a month from 61 infographics, 1343 blog posts.

Neil Patel


Step#1: Create Content


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

1. Numbers and negative words increase CTR2. Keep them under 65 characters for search3. Make your headline match the content4. Odd numbers perform better than even5. Aim for 6 word headlines6. Avoid words with multiple meanings7. Include power words and adjectives

Headline Rules


5 Shocking Facts That Will Change Your Approach to Social Media


1. Numbers and negative words increase CTR2. Keep them under 65 characters for search3. Make your headline match the content4. Odd numbers perform better than even5. Aim for 6 word headlines6. Avoid words with multiple meanings7. Include power words and adjectives

Headline Rules

Create content that teaches


Writing one good piece of content isn’t enough, you consistently have to be awesome.

Be Consistently Awesome


Create a conversation


The average web page that ranks number 1 on Google contains 2,416 words

http://bit.ly/1bQL13C32@OnePageCRM | @NeilPatel #B2Bsalestactics

4,544,951 visitors and 57,395 backlinks from 4,862 unique

domains


5000 Tweets6000 Likes

1 Radio Show


2000 Tweets600 Likes

300 LinkedIn Shares


¥ 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

Step #2: Collect Emails


¥ 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

Percentage of email trafÞcÉ on a bad month


5 out of every 100 visitors should convert into an email subscriber.

Neil Patel


Newsletter boxes


Sidebar options

Popups

Header optins


Content upgrades


Content upgrades

Landing pages

47

¥ 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

Step #3: Promote Your Content


NutritionSecrets.com35,419 visitors in 30 days


Ideal time to post?

Ideal time to send emails?

Email template


Ideal time to share on the social web?

For every 1000 words of content your create you should link out to 25 sites.

Neil Patel


Don’t forget to cross link

Go after the big keywords

¥ 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


Thank you for attending!

Neil Patel

Thank you all & thanks Neil!

Alan O’Rourke



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Any feedback and questions: [email protected]

http://bit.ly/1WPMluQ