B2B Sales On Autopilot - Automating a Real Business Use Case (Robotic Process Automation)
Summary
TLDR这段视频讲解了如何使用机器人流程自动化(RPA)技术来获得更多B2B销售线索。作者分享了利用微软Power Automate工具自动化LinkedIn上的流程,从而查找发布招聘启事的公司,并锁定其CEO或CMO等高管进行营销邀约。这种基于公司招聘需求锁定高意向客户的方法,比传统的大规模冷邮件更有针对性和效率。作者还介绍了通过谷歌搜索运算符和在线教师平台获取RPA知识的技巧。总的来说,这个视频提供了一种实用的自动化方式来提高B2B销售的成功率。
Takeaways
- 🤖 视频介绍了使用机器人流程自动化(RPA)工具,如Microsoft Power Automate,来增加B2B销售的方法。
- 🔗 具体案例是在LinkedIn上自动化寻找潜在客户的流程,包括自动发送喜欢和直接消息。
- 🛠️ 强调了无代码工具的使用灵活性,提及了除了使用专有工具外,也可以通过Python等编程语言来构建自动化流程。
- 🎯 描述了一个详细的工作流程,包括筛选特定职位的LinkedIn职位发布、公司规模和关键决策者信息,以及如何通过自动化与他们互动。
- 💡 强调了在构建自动化时,了解所使用软件的内置功能的重要性,以减少对额外工具的依赖。
- 🚀 分享了通过优化和使用如Apollo这样的先进工具来提高效率和效果的个人经验。
- 🎓 推荐了使用Preply和Upwork等平台来寻找专业人士和导师,以提升构建自动化的技能。
- 🔍 强调了Google搜索操作符的使用,以便在寻找特定技能的导师时更精确地过滤搜索结果。
- 📊 介绍了自动化配置和输出文件的结构,包括如何设置目标、调整偏好设置和记录结果。
- 🧠 讨论了使自动化尽可能接近人类行为的策略,包括添加随机延迟和控制交互频率。
- 📈 强调了在B2B销售中,通过自动化定位高意向买家的重要性,以提高外展效果。
Q & A
RPA工具的全称是什么?
-RPA工具的全称是机器人流程自动化(Robotic Process Automation)。
视频中提到的自动化流程主要是利用哪个工具实现的?
-视频中提到的自动化流程主要是利用Microsoft Power Automate工具实现的。
如何提高LinkedIn自动化流程的效率?
-提高效率的方法包括理解你正在使用的软件内置的功能,并尝试以不增加更多工具的方式使用特定的工作流程。
Apollo在自动化流程中起了什么作用?
-Apollo作为一个领先源数据库,可以根据职位发布筛选潜在客户,例如筛选最近发布CMO职位的公司的CEO,从而简化了寻找目标客户的过程。
视频中建议使用什么方法来让自动化看起来更像人工操作?
-建议使用随机延迟和等待,例如在发送一定数量的点赞后等待30分钟,并且在每次操作间添加随机延迟,以使自动化看起来更像人工操作。
如何在Preply平台上找到特定技能的导师?
-可以通过在Preply平台搜索具体的课程或技能,如Python或RPA,并利用Google搜索操作符在Preply.com网站内搜索特定关键词来找到特定技能的导师。
视频中的自动化流程的目标是什么?
-自动化流程的目标是查找LinkedIn上发布特定职位的公司,然后识别并接触这些公司的高层管理人员(如CMO或CEO),最终发送自动化的直接消息。
为什么视频中的自动化流程包括了对公司职位发布的筛选?
-筛选公司职位发布是为了确保目标客户具有购买意向,比如最近发布了媒介购买者职位的公司更有可能对媒介购买服务感兴趣。
视频提到了如何使用Upwork找到帮助?
-视频中提到,如果需要在特定领域提高技能,可以通过在Upwork发布工作需求来寻找专业人士的帮助。
视频中如何强调自动化与人性化操作之间的平衡?
-视频强调了在自动化操作中加入随机延迟和等待时间,以及量化但质量并重的策略,旨在使自动化操作尽可能地模仿人类行为,同时维持效率。
Outlines
😀 B2B销售自动化流程概述
本段介绍了作者使用Microsoft Power Automate等RPA工具实现B2B销售自动化流程的方法。该流程包括搜索招聘信息、识别公司、寻找公司高管、给高管的最新动态点赞以预热关系,最后自动发送营销信息。作者还提到了后来发现Apollo等服务也提供了类似的功能,但当时并不知情,强调了要不断扩展知识以优化自动化流程。
😃 寻找优秀导师的两种方式
本段作者分享了他寻找合格导师以提升自动化技能的两种方式。一种是在Preply这个平台上按需求查找导师,作者还介绍了如何使用Google高级搜索操作获得更精准的结果。另一种方式是在Upwork上发布工作招聘岗位进行人才挖掘。这说明了作者愿意投资提升自身技能水平的决心。
😄 自动化工作流配置详解
本段详细介绍了自动化流程中的配置文件,包括指定工作机器人的名称、感兴趣的招聘信息链接、保存文件路径、工作时间段、是否启用点赞功能等参数设置。此外还说明了限制爬虫频率、点赞次数等参数,以及在输出文件中记录爬取和操作信息的情况。可见作者非常注重自动化流程的细节控制和数据记录。
😃 核心工作流程及实现步骤
本段作者开始详细阐述了自动化工作流程的具体实现步骤。包括配置初始文件、打开并抓取招聘信息页面、滚动直至页面底部、抓取公司信息写入文件、查看公司规模人数、识别并前往目标高管个人主页、滚动至最新动态进行点赞操作。作者还提到了使用第三方软件进行自动私信发送的部分。整个流程条理清晰,层层递进,逻辑严密。
🙂 总结与致谢
最后一段作者总结了整个自动化流程,表示如果读者感兴趣会在后续深入分享实现细节。他还特别感谢了一位专家对流程的优化贡献,并邀请读者对改进和优化提出建议。作者自己也总结了更注重工作效率快速迭代的理念。最后鼓励了B2B营销人员尽量锁定高需求用户群体进行营销的观点。
Mindmap
Keywords
💡B2B销售
💡机器人流程自动化(RPA)
💡LinkedIn自动化
💡潜在客户发现
💡个人导师
💡谷歌搜索运算符
💡配置文件
💡LinkedIn个人资料URL
💡网络滑流
💡自动化优化
Highlights
The speaker describes an automated workflow using Microsoft Power Automate (an RPA tool) to find relevant job postings, identify the company and key decision makers (CMOs/CEOs), and then engage with them on LinkedIn by liking their recent posts before sending a direct message.
The speaker emphasizes the importance of understanding the full functionality of the software used for automation to optimize and streamline the workflow, reducing the need for additional tools.
The speaker discovered that the lead sourcing database Apollo has a feature to filter prospects based on job postings, which could have simplified the initial workflow.
The workflow aims to find job postings based on specific criteria (location, position, experience level) and then engage with the CMO or CEO of the company that posted the job by liking their recent LinkedIn posts before sending a direct message.
The speaker highlights the importance of making the automation look as human as possible by adding random delays and varying the frequency of actions to avoid detection.
To find help for building the automation, the speaker recommends using platforms like Preply to find tutors or experts in specific fields, or using Upwork to post job requests.
The speaker explains the configuration file, which includes parameters like job posting URLs, file paths, bot start/end times, and settings for the number of profiles to scrape, likes to send, and delays between actions.
The output file includes information about the companies, whether likes were sent, the number of employees (to filter out larger companies), and a summary of the actions taken.
The workflow involves scraping job postings, scrolling to the bottom of the page to capture all results, extracting company names, visiting company pages to scrape employee counts, identifying the CMO/CEO profile, and then liking their recent LinkedIn posts.
The speaker highlights the importance of understanding patterns in the user interface to automate actions effectively, such as navigating to the recent posts section of a LinkedIn profile.
The speaker used a separate software (wxy) to send direct messages after the liking process, as the Power Automate workflow focused on the initial engagement.
The speaker emphasizes the value of targeting prospects with high buying intent, such as those who have recently posted job openings related to the services being offered, rather than cold outreach.
The speaker encourages thinking outside the box to find customers with high buying intent and automating the outreach process accordingly, while also welcoming feedback and suggestions for improvement.
The speaker credits a collaborator (Michael) for helping build a robust and state-of-the-art automation workflow, as the speaker typically prioritizes speed over robustness for personal use.
The speaker has built many other use cases and automations using RPA and is willing to dive deeper into the technical details of this specific workflow if there is interest from the audience.
Transcripts
getting more B2B sales with robotic
process
Automation in today's video I'm going to
share with you a workflow that I have
been using for my clients and also for
myself for attaining more clients it's
an Automation in LinkedIn um is
something that I've built a while ago
and it has been performing very well and
I will probably dive deep into the all
the steps in the workflow to share with
you like my insight and my thought
process in this specific
case I build a workflow with Microsoft
power automate which is an RPA tool RPA
stands for robotic process Automation
and basically what you can do with RPA
tools is think about the
process
and then you just build the process in a
no code tool or not or you can also use
Python
obviously and eventually you can use
robots or code in order to repeat this
process using triggers or in any
interval that you would like
specifically in this case I'm using
Microsoft power automate again and this
I triggered this workflow on daily basis
whenever I wanted to get um more
leads one thing to men mention is that
this
workflow was built like a year ago and
maybe less not so crucial but since I've
built this workflow I have figured out
ways to make it even more efficient and
more streamlined and this relates to a
video that I uploaded a few days
ago and one of
the key takeaways or my lessons that I
shared with you guys whoever watched the
video a few days ago is the fact that
when building automations you should
always
understand the functionalities that are
built in to the software that you're
using and you should always strive to
understand if you can
use certain workflows in a way that you
don't use or include more tools and
specifically in these examples the
workflow goal was to find people who are
posting jobs on
LinkedIn after I found obviously
specific job so let's say I want to be a
look for positions of functional CMOS
remote position of functional CMOS or if
I want to look for outreach experts job
job post so I'm looking for this type of
job post
then I scraped the specific job post I
looked up the company that posted the
job post I
looked at the amount of employees that
they have because I'm not targeting
companies that have more than let's say
50
employees I then went to the LinkedIn
page to the company page and I sorted
out not sorted out but search for the
sea level let's say I'm looking to
discuss with CMOS or CEOs and then I
automatically sent likes to the recent
post in different intervals and only
after sending a few likes and warming
them up I used to send an automated
DM now as I said a while after I started
using this automation I figured out that
Apollo which is a lead sourcing database
let me share this with
you
Apollo they also have this functionality
in which you
can filter out
prospects based on a job post so let's
say you can go to Apollo look for only
for CEOs who just in companies that just
posted a job post looking for
CMOS so basically if I knew about this
feature before I didn't have to build
this whole automation on my
own and this just goes to show you that
the more you expand your knowledge and
know and become aware of all the
solutions that different uh
service providers are offering it gives
you a better understanding of how you
can optimize the workflow and make it
more effective and
efficient anyway
um basically the process that was
looking for over here is let's say I
want to find jobs as a creative
director only job posted in the past
week or so only in the
US
only remote
positions and only experience
level mid senior director and
executive so all of these job post might
be relevant for me assuming that I'm
selling um creative director assuming
that I'm a creative director and what I
I wanted to do what I wanted to achieve
with this automation is just go into
each of
these job post find the company in this
case Robert
Half then come
here look for the
CMO make sure that the company isn't too
big in this case it's too big it's more
than 10K employees it's irrelevant for
me and reach out to the specific CMO
obviously also like his recent post
automatically just to warm him up and
after liking his recent post for like
three days in a row or in different
intervals keeping them random so it
won't look
automated only afterwards I would send
the
DM and this whole process I automated
the whole process a few things that um I
try to do in every automation process
before we dive into the automation is
obviously we want to make it look as
human as possible so we add random
delays also um in the automation with
regards to if we're using LinkedIn or
Facebook so we add random delays so it
won't look as if we automated the
process and also add like weights like
every 15 um likes that I was sending I
sent like 30 minutes of
wait um and also in between each like I
added a random DeLay So it it shouldn't
be too fast and it also shouldn't be
like
too the frequency
the delay should should be like there
there should be some sort of
variability in the amount of delays just
to make it look more
human
um now let me dive into the
configuration H before I dive into the
configuration files and show you like
under the hood of how I built this in
this specific instance I use someone to
help me because I was building
automations and I was achieving pretty
good results but I wanted someone to
upgrade my skills and help me
build the automations in a more robust
manner so whenever I'm looking for help
in a certain field that I want to
improve my game I go to two places the
first place and this is not
straightforward people overlook this is
preply preply is a platform for finding
H personal
tutors so you can find over here tutors
to teach you um languages Spanish
English whatever you feel like and also
you can find tutors in specific H for
specific um business
related stuff so for example if you want
to Learn Python you can come here let
me make this bigger you want to learn
python or
computer science
accounting web development whatever you
want you just set the price that you're
willing to pay per lesson the country of
birth of the
teacher and that's pretty much it so
let's say we want to look for
python so we have over here a list of of
python teachers some of them charges
only like five bucks per hour so this is
a total no-brainer so I highly recommend
checking out preply if you want
something
specific but you can't find it over here
because here they have like this drop
down which is pretty limited you can
just go to
Google and you use Google search operant
so site preply.com
and let's say we want something specific
let's say
RPA so not everyone like they don't they
don't offer the option of RPA right out
of the
gate in these
Alternatives because you can't write RPA
here it will lead you to nothing so you
can just come
here and do like this
RPA so I don't know if you're aware of
Google search operan but it's very
valuable and important knowing the
alternative that you can use in order
to add like an advanced layer of filter
T in or searching in Google but in this
case we are looking for stuff only
specifically in the website preply.com
and only the world RPA now if we write
this we now find a list of people a list
of tutors in preply that mentioned the
word RPA in their um
profiles so now we can find tutors
specific for our
needs or let's say um selenium so
selenium is
a is a library for
automating uh testing and also for
scrapping stuff and we could find python
tutors who teach selenium but if you
want to go directly to selenium to
tutors we can just look it up like
this by the way I highly recommend that
you check out afterwards um Google
search operons
search let's just show you it right now
operators so we find Google searches and
over here you have a list of all the
Google searches that you can do you have
like in specific sites you can do
exclusions obviously dates let's take a
look over here what else you can just
use this by the way you can just use
this
one just fill out what whatever you want
specific words exact words any of the
words specific languages last update
there is a ton of options and it's just
something that is good to know if you're
looking
for to refine your search so this is the
first alternative prep and second
alternative is obviously going to upoke
and looking for tutor you can just go to
Appo over here search
for I normally I wouldn't search for a
talent I just would
upload a specific job post you once you
log in you upload a job post you you say
looking for an RPA tutor and this is how
I found the guy who help me with this
specific
automation now let's go back to the
automation so as I
mentioned there are a few parameters
that I wanted
to add at the beginning so this is the
bot name this is the configuration file
this is
a cell in which I added up
front all the job post you all the the
the job looking URLs that I'm interested
in so for
example I wanted to find out job post in
the US and UK and Germany
and Netherlands and Israel Etc and
obviously you can't look all of these
locations in the specific I mean here
you can you need always to State the job
position and the state country so what I
did I created over here I just copied
this URL let's say this is in the United
States I copied this URL and I added it
to the
Excel then I wrote
Canada
Canada and again I copy this
URL and I pasted all the URLs over here
separated by comma because what I want
the automation to do is go into each one
of this in each one of these um URLs and
look for the specific position that I
wanted and then find the CEO or CMO
whatever and then start liking his post
the next cell is where is this going to
be saved over here we have the bot
starting time so just a trigger if we
want to automatically have the B start
in specific times and the B ending
time and over here I defined if I wanted
to send likes I can turn off the liking
of recent post over here in the
configuration file over here we set like
some boundaries with regards to how many
profiles will the bot scrap how many
profiles will scrape per hour the amount
of likes it will send per
profile and how many seconds we will
wait between each
[Music]
iteration and what else is interesting
over here and this is the position that
we were looking for so in every company
that posted a job
post I had to Define up front who would
I like to reach out to because I'm not
interested in reaching out to the guy
who posted the job post it might be an
HR or just a team leader but I always
like going to the top of the food chain
and in this case it's the COO or the CMO
so this is the configuration
file over
here we have the output
file which as you can see you have we
have the
link we have when did we like the recent
post the amount of like that we
sent if we added any comments which I
didn't do because I still don't trust
uh GPT to create good enough comments
and send them on my behalf but as you
can see we have a ton this specifically
I after
after this is an old file so we don't
have many of these but as you can see
over here we have like
a summary if we sent any likes if the
company has more employees than the
criteria it also notifies
me yes yes so you get the idea now let's
dive into the automation itself and I'm
not sure how deep should I dive over
here
because um it might be too Technical and
boring but on a high level what we did
is like I mentioned
before we start we configure all the
files you can see over here we have the
configuration file and then we have the
main
flow and then we open
each job posting um
URL we
fetch all the job post we also made it a
point to scroll until the B bot of the
page because
sometimes as you can see over here
sometimes you
have this specifically if you don't have
if you don't have premium and if you use
this wait wait a second I'll show you a
better example United
States not enough results let me do like
any time 70 results so we also created
the automation that it was called down
until the bottom and then move to the
next page because obviously if there are
more um results we want to grab all of
them and after grabbing all the results
we place them in the Excel file and the
next step would be entering each
company page because we scraped this
which is the name of the company in each
of the job
posts and then we went to the company
page we scraped the amount of employees
added them to the file and the next step
would be going to the
people writing over here coo or CMO
whatever and
fetching the CEO his uh LinkedIn profile
URL so we will be able to go to his
profile URL afterwards go to the Post
section let's as an example let's go to
my
profile
over
here you can go to the
activity post and it's always the same
it's always this is always the pattern
of recent
posts so this is very valuable if you
automate and you understand a specific
pattern you just make sure that whatever
profile that
you scraped the URL of the profile that
you script instead of going to the
profile and clicking a few buttons I I
just added
automatically this um slug or
continuation of the URL I don't even
know how you call it in English and
automatically we could have arrived to
the recent post of the Prospect and like
his recent
post The Next Step um yeah I guess that
was the last step in the automation
afterwards I used the different software
to send the DMS because that software
which is called wxy I also did a video
about wxy a while ago and it didn't get
too many views I don't know why if you
guys don't find LinkedIn automation
interesting uh obviously let me know but
anyway this is on a high level the
workflow if you guys are interested in
in that I will dive deeper into how we
build this I'm I'd be happy to um share
another video about like all the
nitty-gritty stuff because we build this
very nicely obviously uh I must give the
credit to Michael who helped me build
this because he's a real professional
when it comes to
RPA he's a perfectionist I prefer moving
faster and building stuff breaking stuff
but just putting in a ton of volume and
I don't care so much about the
robustness unless I give the automation
to a client that doesn't know how to
handle RP and then obviously I built
robust stuff but when I build stuff on
my own I don't care so much about the
robustness I just wanted to work and as
fast as possible because automations
constantly change automations constantly
break so I don't emphasize building obot
stuff but this thing that Michael helped
me build is really a state of art um and
if you
want me to dive deeper into what we
built over here just let me know and I
can do a followup
video um let me take a sip of water and
think if there's anything else that we
didn't
cover um no I think that's it for
today you guys wanted me to share more
use cases I have a ton of use cases that
I've built using RPA
this is one of the most interesting and
complex ones that I built and I also
believe it's very useful most of the
people in the B2B space and prospecting
space um I I wouldn't say most but a lot
of people are just pouring in volume I'm
a big believer in volume I think it
makes sense to put in a lot of volume
but on the other hand all the platforms
LinkedIn Facebook also called emailing
they all impose limit ation so it's
better to P to pour in volume with
quality this is why I think this
workflow is specifically very smart
because we are only targeting people
with high intent of buying so if someone
posted a jaw post a few days ago that
they are looking for media buyers
obviously it make more sense to reach
out to them and offer them a media
buying media buying Services just
scraping a ton of CMOS in different
different companies in the US and just
sending them a cold Outreach and
pitching them with a with with media
buying services so this is why I think
this
is a very valuable workflow for anyone
and I highly recommend that you guys
think try to think outside of the box
how you can figure if you're doing B2B
prospecting try to figure out how you
can find customers with high intent of
buying and only based on the high intent
create the automation or do the manual
reach out obviously this can all be done
manually but I mean what's the point of
doing stuff manually if you can automate
them um yes let's start to conclude this
H video for today if you guys have any
questions or comments regarding this
video any questions regarding the
workflow regarding RPA regarding my
train of thought when I build this leave
them in the comment section below
obviously if you guys have ideas how I
can improve the
videos optimize the video make it more
interesting make it more useful just
leave them in the comment section below
I'd be happy to optimize I welcome any
type of
criticism besides that if you think this
video was valuable obviously please
leave a like below and make sure that
you subscribe and if you can share this
video with someone that you think might
find it useful that would be
awesome yes I guess that's it until next
time keep on
automating
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