''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.

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@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. @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@OnePageCRM | @NeilPatel #B2Bsalestactics
Outbound email prospecting
More Whubble at WorkCompass.com/tag/whubble/

5. 5
Building a team to get leads

6. 6@OnePageCRM | @NeilPatel #B2Bsalestactics
Building a team to get leads
Email Hunter

7. 7@OnePageCRM | @NeilPatel #B2Bsalestactics

8. 8@OnePageCRM | @NeilPatel #B2Bsalestactics
Building a team to get leads
  $100 leads 8 hours 0.25 per lead

9. 9@OnePageCRM | @NeilPatel #B2Bsalestactics
Building a team to get leads

10. 10@OnePageCRM | @NeilPatel #B2Bsalestactics
Lead management and org

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@OnePageCRM | @NeilPatel #B2Bsalestactics
Biggest mistake 1

13. 13@OnePageCRM | @NeilPatel #B2Bsalestactics
Sending

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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@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@OnePageCRM | @NeilPatel #B2Bsalestactics
Biggest mistake 2

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. HOW TO GENERATE B2B SALES
THROUGH CONTENT MARKETING
Neil Patel
neil@neilpatel.com
18@OnePageCRM | @NeilPatel #B2Bsalestactics

19. @neilpatel #NeilPatel
19@OnePageCRM | @NeilPatel #B2Bsalestactics

20. 20@OnePageCRM | @NeilPatel #B2Bsalestactics

21. TrafÞc for the last 31 days
21@OnePageCRM | @NeilPatel #B2Bsalestactics

22. We hit a million visitors a month from 61
infographics, 1343 blog posts.
Neil Patel
22@OnePageCRM | @NeilPatel #B2Bsalestactics

23. Step#1: Create
Content
23@OnePageCRM | @NeilPatel #B2Bsalestactics

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. 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@OnePageCRM | @NeilPatel #B2Bsalestactics

27. 5 Shocking Facts That Will
Change Your Approach to
Social Media
27@OnePageCRM | @NeilPatel #B2Bsalestactics

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. Create content that teaches
29@OnePageCRM | @NeilPatel #B2Bsalestactics

30. Writing one good piece of
content isn’t enough, you
consistently have to be
awesome.
Be Consistently Awesome
30@OnePageCRM | @NeilPatel #B2Bsalestactics

31. Create a
conversation
31@OnePageCRM | @NeilPatel #B2Bsalestactics

32. The average web page that
ranks number 1 on Google
contains 2,416 words
http://bit.ly/1bQL13C32@OnePageCRM | @NeilPatel #B2Bsalestactics

33. 4,544,951 visitors and 57,395
backlinks from 4,862 unique
domains
33@OnePageCRM | @NeilPatel #B2Bsalestactics

34. 5000 Tweets
6000 Likes
1 Radio Show
34@OnePageCRM | @NeilPatel #B2Bsalestactics

35. 2000 Tweets
600 Likes
300 LinkedIn
Shares
35@OnePageCRM | @NeilPatel #B2Bsalestactics

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. Step #2: Collect
Emails
37@OnePageCRM | @NeilPatel #B2Bsalestactics

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. Percentage of email trafÞcÉ on a bad month
39@OnePageCRM | @NeilPatel #B2Bsalestactics

40. 5 out of every 100 visitors should convert
into an email subscriber.
Neil Patel
40@OnePageCRM | @NeilPatel #B2Bsalestactics

41. Newsletter boxes
41@OnePageCRM | @NeilPatel #B2Bsalestactics

42. Sidebar options

43. Popups

44. Header optins
44@OnePageCRM | @NeilPatel #B2Bsalestactics

45. Content upgrades
45@OnePageCRM | @NeilPatel #B2Bsalestactics

46. Content upgrades

47. Landing pages
47

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. Step #3: Promote
Your Content
49@OnePageCRM | @NeilPatel #B2Bsalestactics

50. NutritionSecrets.com
35,419 visitors in 30 days
50@OnePageCRM | @NeilPatel #B2Bsalestactics

51. Ideal time to post?

52. Ideal time to send emails?

53. Email template
53@OnePageCRM | @NeilPatel #B2Bsalestactics

54. Ideal time to share on the social web?

55. For every 1000 words of content your
create you should link out to 25 sites.
Neil Patel
55@OnePageCRM | @NeilPatel #B2Bsalestactics

56. Don’t forget to cross link

57. Go after the big keywords

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. Thank you for attending!
Neil Patel
Thank you all & thanks Neil!
Alan O’Rourke
59@OnePageCRM | @NeilPatel #B2Bsalestactics

60. 60@OnePageCRM | @NeilPatel #B2Bsalestactics
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