6 Steps to succeed your outbound marketing strategy

  1. Define ICP : Ideal Customer Profile
  2. Create a database with ICP
  3. Segment and score targeted companies
  4. Find the right contact : Buyer persona
  5. Email marketing automation
  6. Track results

1. Define ICP : Ideal Customer Profile

  • Industry/vertical
  • Number of employees
  • Revenue
  • Web Trafic
  • Geography
  • Technology they use
  • Year of creation

2. Create a database with ICP

  • Sirene : for french companies, ables to segment by sector of activity, size or geolocation (it’s free)
  • Prospectwith : contains also the email to contact for those companies
  • Nerdydata : Able to segment companies by technology. You can search for companies using Salesforce or that have been created by Shopify
  • Crunchbase
  • Linkedin

3. Segment and Score targeted companies

  • Score Organic trafic (ex : 1 for companies with more than 1M visitors)
  • Score Paid trafic (implies user engagement, 0.1 if low paid traffic)
  • Score Startup in function of the date of creation
  • Score Industry (ex : 0.25 for Media)
  • Score Number of employee

4. Find the right contact

5. E-mail marketing

  • A catchphrase
  • The added value of your business
  • Call to action: demo request for example

6. Track results

  • Opening rate
  • Response rate
  • Spam reporting rate
  • Number of leads generated
  • Number of conversions
  • Conversion rate
  • Distribution of openings by time of day





Growth Manager at @restapp

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Othmane Lamrani

Othmane Lamrani

Growth Manager at @restapp

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