Matt Heinz presents 10 tips and shortcuts to make B2B marketing and selling more efficient and productive. Presented at the 2013 B2B Modern Marketing Roundup with Eloqua.

1. Social Sales Hacks
10 tricks, shortcuts & other best
practices to make you more efficient,
productive & successful
Matt Heinz, President, Heinz
Marketing
#MMR

2. Dlvr.it + LinkedIn Updates
• Objective: Automated prospect drip
campaigns, direct from sales reps to their
prospects
• Cost: Free
• How it works:
– Syndicate content from your company blog
– Sales reps “connect” with new leads
– Content automatically populates to “Update”
fields moving forward
#MMR

3. Contactually
• Objective: Stay more actively in touch with
prospects, based on past email activity
• Cost: Free or $19/month
• How it works:
– Researches & indexes your email automatically
– Daily alerts to people you need to follow-up with
– Paid version includes signature scraping, social
conversation tracking and more
#MMR

4. TweetAdder
• Objective: Identify and follow prospective
customers based on profile keywords,
hashtags, associations and more
• Cost: $29 (one-time cost)
• How it works:
– Identify prospects worth following via a variety of criteria
– Throttle the follows, automate activity & searches
– Works best with actively curated Twitter feeds
– Tweepi works for this as well
#MMR

5. LinkedIn Saved Searches + Email
Updates
• Objective: New leads weekly based on group
affiliation or title/role changes
• Cost: Free with Sales Navigator subscription
• How It Works
– Created “saved searches” for groups, titles,
locations, etc.
– Get weekly emails with new search results
#MMR

6. Leads from Twitter
• Objective: Identify new leads from Twitter
based on buying signals, needs & symptoms
• Cost: Free
• What to use:
– TwitHawk
– Nearstream
– Socedo
#MMR

7. Newsle
• Objective: Know every time your prospects
are mentioned online, in the news, or in social
media
• Cost: Free
• How it works:
– Identify your prospects
– Sign up for email alerts
– Follow-up
#MMR

8. Daily Do Lists
• Objective: Engage with social selling best
practices daily
• Cost: Free
• How It Works:
– Schedule a daily meeting with yourself at 7:30 am
(or whenever you start your work day)
– Work through the list
#MMR

9. Matt’s Daily Do List
1. Schedule (yesterday & today)
2. Touch Base (birthdays, Likes)
3. Endorsements (skills, Kred, Klout,
Connect.me, MeritShare)
4. Spam folder
5. Network (Twitter adds, G+ Circles)
6. Engage (Comments, LinkedIn Groups)
7. Prospecting
#MMR

10. Buffer
• Objective: Automate throttling and
distribution of curated content to up to 20
social channels
• Cost: $20/month
• How it works:
– Identify value-added content worth sharing on Twitter,
Facebook, LinkedIn (including groups)
– One-click to share & choose appropriate channels
– Automatically queues content for future distribution
#MMR

11. Eight More Social Selling Tools
1. HootSuite
2. TimeTrade
3. UnTweeps
4. TextExpander or ActiveWords
5. WiseStamp
6. Morning Coffee
7. SlideShare
8. ToutApp
#MMR

12. #MMR
Matt Heinz
President, Heinz Marketing
@HeinzMarketing
matt@heinzmarketing.com
877-291-0006