1. Lead hacking for B2B Seeds
07 JUIN 2016 - #LIVESTORMTALKS - EN/FR - 25MIN
Gilles Bertaux • CEO @ Livestorm

2. Gilles Bertaux
CEO @LIVESTORMAPP
Ex. Growth @ Mention + Designer @ TOTEMS
My twitter: @gillesbertaux
🖖

3. What we’ll cover
• Why you have to be legit and how
• How to find a good source of leads
• How to automate. Wisely.

4. B2Bs should stop
worrying about geDng
the word out too soon.

5. You should care about what’s
being said about you instead.

6. You should (beGer) be an
expert on your industry. Be the
{{industry}} guy in the room.

7. A product built by experts
> any other product

8. Hang out with the cool kids.
Produce your own content.
Get quoted.

9. Become a webinar expert

10. How we used
Quora. One post a
day keeps the
doctor away!

11. How we used
Quora. One post a
day keeps the
doctor away!

12. How we used
Quora. One post a
day keeps the
doctor away!

14. 15% clics and 26% conversion
on each visit from Quora.

15. What if I told you could
generate content && leads at
the same 9me?

16. Webcasts
Live shows
Event coverage
Live video AMAs
Onboarding sessions
Webinars
Workshops
0

17. Highest conversion %
Lead generaTon scalability
Content repurposing
Huge amount of data*
*When done right!

18. Ideal workflow is 1h a week.
Look for a tool that does the
heavy liXing.

19. Now is the perfect Tme to
start building your experTse.

20. How to find a public
never-ending source
of leads.

21. PROBLEM #1
You are a one man sales &&
marke9ng && support team.
Be smart.

22. Find a source of leads you
can almost automate.

23. Automationlevel
Risk of high volume of crappy leads
Sweet spot Too much waste
You’re doing
it wrong
You’re not
doing anything

24. PROBLEM #2
You’re broke.

25. This is how I picture myself
on the Internet lately:

26. Expensive SaaS marketing tool pricing page #837

27. DIY markeTng
Poach scripting, low-cost leads enrichment…

28. Poaching your compeTtors
customers. Meet
Livestorm’s PoacherBot.

29. Scrap a public source of leads & fetch the info we need

30. HTTP request to Zapier web hook & send to spreadsheet

31. Auto clean the data & generate reach out link

32. Clearbit is awesome. But
you’re broke. Enrich your
leads for free.

33. Meet Mattermark. It has a search engine. 🚀

34. Yummy data. Yummy data everywhere.

35. https://mattermark.com/companies/stripe.com
😉👌🤖

36. =IMPORTXML(https://mattermark.com/companies/DOMAIN.COM;XPATH)
Quick version using Spreadsheet

37. Advanced w/ WaTr + PhantomJS

38. Endless possibiliTes
Host and use an API, enrich CSVs, push as HTTP requests etc.

39. With great automaTon comes
great creaTvity && control.

40. How to properly
automate your reach
out process

41. Automate the process,
ease up the profiling.

42. Comment this webinar on Twitter: #rumblewebinars
Home made CRM using
Spreadsheet + Reply

43. Comment this webinar on Twitter: #rumblewebinars
Enrich a profile and reach out in
less than 5 minutes.

44. How does it work?
Let’s consider a serendipity lead.

46. javascript:var xhr =
new XMLHttpRequest();
var data = JSON.stringify({ lead:
document.domain, title: document.title });
xhr.open("POST", « https://zapier.com/hooks/
catch/XXXX/XXXX/« );
xhr.send(JSON.stringify(data));
alert("Pushed " + document.domain + "to
Zapier successfully!");

48. Spreadsheet processing

49. =HYPERLINK(«
https://docs.google.com/forms/d/XXX/viewform?
entry_2080418920="&IF(ISERROR(F6);"";F6)
&"&entry_345377770="&IF(ISERROR(G6);"";G6)&"&entry_17
46975410="&IF(ISERROR(E6);"";E6)&"&entry_1028134012="
&IF(ISERROR(D6);"";D6)&"&entry_1480464520=Technology
%20-%20Software%20%26%20Services";"Push to form")

50. Push to replyapp.io

51. 5min workflow.
60min / day = 12 leads / day.

52. Long story short
You should find the right balance between automation,
control over your data and time consumption.
Don’t lose your focus on the product.

53. Q: Can I have the slides?
A: gilles@livestorm.co
Q: Who are you again?
Gilles Bertaux (@gillesbertaux)
CEO @ Livestorm
Notre produit : https://livestorm.co