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10 Social Sales Hacks from Matt Heinz - 2013 B2B Modern Marketing Roundup


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.

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.

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  • 1. Social Sales Hacks 10 tricks, shortcuts & other bestpractices to make you more efficient, productive & successful Matt Heinz, President, Heinz Marketing #MMR
  • 2. + 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 List1. Schedule (yesterday & today)2. Touch Base (birthdays, Likes)3. Endorsements (skills, Kred, Klout,, MeritShare)4. Spam folder5. 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 Tools1. HootSuite2. TimeTrade3. UnTweeps4. TextExpander or ActiveWords5. WiseStamp6. Morning Coffee7. SlideShare8. ToutApp #MMR
  • 12. #MMRMatt HeinzPresident, Heinz Marketing@HeinzMarketingmatt@heinzmarketing.com877-291-0006