B2B Sales For Startups: a great presentation about how to sell to key accounts by creating and engaging a community of prospective customers thanks to content marketing, events and services.

1. B2B Sales for startups
Tech à la menthe - 2016/5/26

2. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

3. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

4. Your product is ready and it rocks

5. You’re an expert

6. You’re a complete unknown

7. You have no money

8. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

9. Market
✗ TAM
✗ SAM
✗ SOM

10. Turnover
=
Clients
x
AOV

11. Clients
=
Leads
x
Conversion rate

12. Clients Pipeline
Leads Qualified
Leads
Quote

13. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

14. Problem
How to generate
leads?

15. Solution
Build a community by
creating value for her
with free viral content,
services and events.

16. Build a community
Help your target
customers to be better
pros by being an
authoritative resource
for them

17. Create value
Quality
Usefulness
Originality
Frequency

18. For free

19. Content
Articles, videos,
Pictures, podcasts,
etc.

20. Viral Content
➔ SEO
➔ Open Graph
➔ …

21. Services
Free online self-
serving tools

22. Meetups
Online Offline

23. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

24. Landing Page
Your business offering

25. Publication Platform
Blog your expertise

26. Distribution Platforms

27. Offline meetups

28. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

29. Tracking
➔ Google Analytics
➔ Google URL builder

30. CRM

31. Content Sourcing

32. Content Management

33. Social Medias

34. E-mailing

35. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

36. Money
Blog + Domain Name +
Hosting 500€
Management Tools 200€
Meetups (10 per year) 10
x
300€
Per year ≃4 000€

37. Sweat

38. Table of contents
1. Situation
2. Business Plan
3. Strategy
4. Action Plan
5. Tools
6. Budget
7. Case study

39. Objectif
Bâtir une communauté de
responsables de
communication interne de
grands groupes en créant de
la valeur gratuitement par du
contenu viral et des
rencontres.

40. Landing Page

41. Publication Platform

42. Distribution Platform

43. Online Community

44. Offline Community

45. Clients!

46. @techalamenthe @youssefrahoui